Building a winning sales force [electronic resource] : powerful strategies for driving high performance
| Main Authors: | , , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York :
AMACOM ,
c2009
|
| Subjects: | |
| Online Access: | NetLibrary |
Table of Contents:
- 1. The dimensions and drivers of a winning sales force
- 2. Achieving sales force excellence
- 3. Sales strategies that win with customers
- 4. Sizing your sales force for long-term success
- 5. Structuring your sales force for efficiency and effectiveness
- 6. Designing sales territories for maximum success
- 7. Sales force recruiting : winning the war for talent
- 8. Developing more effective training programs
- 9. How to create a winning sales force culture
- 10. The right sales manager : a key to sales force success
- 11. Using information technology to enhance sales
- 12. How sales force incentives can drive results
- 13. Setting fair and realistic goals to motivate your sales force
- 14. Staying on track through better sales force performance management
- 15. Preventing sales force complacency : the silent killer of sales effectiveness
- 16. Adapting a sales strategy to meet new challenges
- 17. Allocating sales resources to maximize results
- 18. Retaining successful salespeople
- 19. Achieving better sales and marketing alignment
- 20. The GE story: improving sales force effectiveness across businesses