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HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)
book

HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
May 2017
Beginner content levelBeginner
192 pages
4h 22m
English
Harvard Business Review Press
Audiobook available
Content preview from HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

How to Really Motivate Salespeople

by Doug J. Chung

BEFORE I BECAME A BUSINESS school professor, I worked as a management consultant. One engagement in particular had a profound influence on my career. The project involved working with the Asia-based sales force of a global consumer products company. This company practiced “route sales,” which meant reps spent their days visiting mom-and-pop convenience stores, servicing accounts. One thing about the organization surprised me: Its sales managers spent inordinate time listening to the reps complain about their compensation.

The complaints were based on what the reps saw as a myriad of problems. Their quotas were set too high, so they couldn’t possibly reach them. Or their territory was subpar, ...

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Publisher Resources

ISBN: 9781633693289