- Paperback: 496 pages
- Publisher: AMACOM (June 11, 2001)
- Language: English
- ISBN-10: 0814420141
- ISBN-13: 978-0814420140
- Product Dimensions: 6.9 x 1.1 x 9.9 inches
- Shipping Weight: 1.9 pounds (View shipping rates and policies)
- Average Customer Review: 4.6 out of 5 stars See all reviews (10 customer reviews)
- Amazon Best Sellers Rank: #687,589 in Books (See Top 100 in Books)
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The Complete Guide to Accelerating Sales Force Performance Paperback – June 11, 2001
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"""This is the best book I have read on improving the productivity of your sales force.""
--Professor Philip Kotler, Kellogg Graduate School of Management, Northwestern University
""This book is an absolute gem, easily the best book on the topic that I have ever read.""
-- Professor Kash Rangan, Harvard Business School
""A checklist for sound thinking, this book should be found in the bookcase of anyone who wants to make a mark on sales forces in the 21st Century.""
--Anthony F. DiCio, Director of Advertising Finance and Administration, The New York Times
"Every firm’s sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies.
<i>The Complete Guide to Accelerating Sales Force Performance</i> develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It’s loaded with proven ideas for improving such ""success drivers"" as:
culture * sales force structure * hiring * sales manager selection * training * compensation * technology * sales territory design * goal setting * performance management.
Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries."
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Top customer reviews
What I liked:
1. Extremely comprehensive
3. Does not pretend to coin new jargon
What I did not like:
1. Too much "WHAT" and not enough "HOW"
2. The book needs to be updated since the references to the Internet feel dated
3. Though it reads like a textbook (long and dry), it does not qualify as a textbook since:
a. the authors make several references to products they sell
b. while there are a few data points, the book is mostly anecdotal/experiential (and even references the "monkey/bananas/ladder" experiment which has been debunked as urban legend)
To be precise, this book was written by two of the most influential consultants, professors and businessmen in the world. They worked with sales forces and represented companies of all sizes, in addition to being 'team-driven' by their own successful consultancy spanning thirty years.
In many instances, they gained from the output of academia and collaborated their research with students associated from the prestigious Northwestern's J.K. Kellogg Graduate School of Management.
This book has foundation, structure, conceptual analysis and excellent ideas for any student, manager-in-training or business executive who is trying to avoid the "art of selling" or "quick buck motivational" 'diaper-training series' collections (sold at newsstands everywhere).
There are chapters from other excellent contributors related to Internet Strategies, Market Strategy and Segmentation. I found the material to be factual, concise and thoughtful.
This is a rare book written about sales forces. Sales forces are the life-blood of ANY company. Your ability to communicate with people will increase your power, wealth and happiness. A sales force can easily become 'unruly beasts' because the sales force are people dealing with people. Great sales managers must understand CONCEPTS about how to FOCUS, CHANNEL and DISCIPLINE people without disrupting profitability...AND LOSING GREAT PEOPLE!!!
"The Complete Guide to Accelerating Sales Force Performance provides education the way a textbook does, but it also provides guidance. It advises, similar to a manager's manual, and it seeks to provide the sales manager with an understanding of the entire sales force system by presenting frameworks for sales force design and performance enhancement."
Buckle Up! This book contains "all muscle and no fat." It is a mental and physical exercise book that requires considerable attention. "The quality of the selling organization has a direct effect on a company's sales and profitability." Now, time for me to mold my sales force into terrific shape. :)
Highly recommended for all Sales and Non Sales managers. Every organizatrion will find something in this book that will improve their Sales Staff performance.
Most recent customer reviews
A strong and consistent "sample" of Dr. Prabhakant Sinha legacy and profile.Read more