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Building a Winning Sales Force: Powerful Strategies for Driving High Performance Hardcover – March 6, 2009

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Editorial Reviews


“…chockablock full of the nuts and bolts of sales management…extraordinarily practical and highly readable… building a sales organization or are a salesperson, it’s a must-read.”

Life Insurance Selling

“… one of the most comprehensive and practical books on designing, building, and driving a superior sales team… advice from some of the top sales professionals in the world.”

Selling Power Hiring and Recruiting Newsletter

“…give sales leaders the critical tools they need to create successful sales organizations in these tough economic times.” --Consulting magazine

“…complete sales management handbook… covers all the essential challenges sales managers face.” -- Selling Power

"One of the seven best books to read for sales"–FINS/WSJ


"...provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organizations.”


“If you're a sales manager or some day would like to be one, this book is for you…full of techniques…the nuts and bolts of account management.” –FINS/WSJ


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Product Details

  • Hardcover: 496 pages
  • Publisher: AMACOM (March 6, 2009)
  • Language: English
  • ISBN-10: 0814410405
  • ISBN-13: 978-0814410400
  • Product Dimensions: 9.1 x 6.4 x 1.5 inches
  • Shipping Weight: 1.8 pounds
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (12 customer reviews)
  • Amazon Best Sellers Rank: #551,484 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

14 of 14 people found the following review helpful By Daniel B. Beaulieu on March 15, 2009
Format: Hardcover
Building a Winning Sales Force is a true winner!
You know that one book, the one you go to over and over again. The one you give to a newly promoted sales manager as a congratulations gift? The one you count on like you count on a great mentor? Well this is the one. Now I would never say the "only sales book you'll ever need," but this one comes close and let me tell you why I think so.
* Because it is comprehensive. It covers completely every aspect of handling a sales force. From creating the team to making sure they are the most effective team they can be.
* It describes the best way to measure success.
* The best way to forecast and develop true account plans
* The best training techniques
* The best way to training programs that will work to make your team better and better.
* The most effective way to retain the best sales people once you have trained them to be the best sales force money can buy.
On and on like I said earlier this book has everything you will need to develop, manage, measure and motivate the best sales force you can ever hope to have.
And you know as important as all of this is, there are other books that have this kind of information, But what this book has that those others do not have are things like a chapter on avoiding complacency which focuses on making sure your sales team is motivated, read passionate in both good times and in bad.
Or the chapter on aligning your sales and marketing efforts, which I have come to appreciate over my years of consulting has always been a problem ; but these writers address it straight on using great real life examples from some of the great marketing companies of the world to prove their theories.
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5 of 5 people found the following review helpful By Amazon Customer on May 11, 2009
Format: Kindle Edition
This book is a very comprehensive and practical approach to managing a sales force. The authors do a fine job of articulating: Training, planning, motivation, and tracking positive results.
I really enjoyed the insight into the 5 Sales Effectiveness drivers. The concept is important for accountability and is basic, straightforward and easy to understand. This train of thought provides a good blueprint and structure for the Sales Manager who is willing to step back and reorganize. If a sales manager can accept working to change the organizational structure for the better, well, that's half the battle.
* Definer drivers - set up the organizational structure and salesperson roles.
* Sharper drivers - hiring, training, and coaching practices - affect salespeople directly.
* Enlightener, Exciter, and Controller drivers - affect the activities performed by the sales force.
I recommend this book as a good foundation for Management and Sales.
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Format: Hardcover
Wow! What a comprehensive well-written and well-outlined book on sales management. I usually steer clear of posting book reviews on Amazon for books on straight sales. That doesn't mean I don't read them, but I don't usually see fit to recommend many of them. Of the nearly 500 reviews I have posted on Amazon as Jeff Lippincott I have only posted two others besides this one that related to straight sales. See The Road Warrior's Guide to Sales Management - Taking the Stress out of Managing Salespeople and Perspectives on Increasing Sales. I recommend them and the instant one being reviewed.

This book is heavy and thick. It is split into three sections as follows:

>>A blueprint for sales force excellence
>>Improving the top sales effectiveness drivers
>>Addressing common & challenging sales management issues

If you are a small business founder or owner, or in charge of sales at your company, or hope to be a sales manager in the future, then do yourself a favor and consider reading this book and the other two I cite herein above. Three books on a subject can make you an expert. And these three books are all good. 5 stars!

PS. I encourage you to examine the Search Inside feature that Amazon offers for this book. There you can take a look at the Table of Contents for this wonderful book and see exactly what its contents include.
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3 of 4 people found the following review helpful By Rolf Dobelli HALL OF FAMETOP 1000 REVIEWER on June 15, 2009
Format: Hardcover
To reveal the potential of your sales force, analyze and evaluate 12 sales effectiveness drivers. Maximize the benefits of those drivers and you often can maximize sales. Sales experts Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer explain how these drivers work. Their comprehensive book is filled with flow charts, scatter plots and other graphic presentations of data, underscoring the authors' technical rigor. The book also offers case studies that bring the authors' points down to earth. If the painstaking information is any indication, this team has thought long and hard about improving sales force effectiveness and it understands the subject exceedingly well. getAbstract believes readers can learn a great deal about building a great sales force from these astute observers.
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Format: Hardcover
"Building a Winning Sales Force" is an excellent book, especially if you're a larger sales organization selling into the B2B space. While some examples, Avon for instance, is in the B2C market, most of this is only relevant to the area just described.

"Building a Winning Sales Force" is organized into 3 Parts:
Part 1 - A Blueprint for Sales Force Excellence
Part 2 - Improving the Top Sales Effectiveness Drivers
Part 3 - Addressing Common and Challenging Sales Management issues

"How do you know when you have a successful sales organization?" is the question this book starts with. Unfortunately most sales managers can't give a consistent answer to that. "Building a Winning Sales Force" gives you the tools and information on which to create, reward, and measure a sales force, in other words, this book does answer that question.

The breath of topics is extensive - from determining your sales strategy to creating the sales culture needed to obtain the sales objectives. This book hits on every important area - from hiring, to right sizing a sales force, to territory creation, training, effectiveness drivers, using IT, and on and on. An excellent chapter is on having the right front-line sales manager and how that is a key to almost every other facet of having a winning sales team.

How do you manage results? How do you reward results? How do you determine the go-to-market organization of your sales force (channel, direct, hybrid)? All of this is answered in this quite remarkable book. There are multiple charts and illustrations fleshing out each important concept.

The section on challenges is especially thought provoking and filled with great advice and strategies from people who have clearly been there. How do you prevent complacency?
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