Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the fie

First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But a

This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on ho

A well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need

To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha a