Book description
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.
The Complete Guide to Accelerating Sales Force Performance 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.
Table of contents
- Copyright
- Preface
- Acknowledgments
-
The Role of the Sales Force in the Go-to-Market Strategy
- Introduction
- A Framework for Developing a Go-to-Market Strategy
- Question 1: What Is the Best Way to Segment the Market?
- Question 2: What Essential Work Is Required for Each Segment?
- The Customer's View of the Offering
- Ways of Determining Essential Work
- Question 3: What Portfolio of Go-to-Market Participants Should Do the Essential Work?
- Sales Force Assessment and Strategy
- Sizing the Sales Force for Strategic Advantage
- Structuring the Sales Force for Strategic Advantage
- Designing Sales Territories That Increase Sales
- Recruiting the Best Salespeople
- Training the Sales Force
- The Critical Role of the First-Line Sales Manager
- Motivating the Sales Force
- Compensating for Results
-
Setting Effective Goals and Objectives
- Introduction
- What Do Goals Accomplish?
- Types of Sales Force Goals
- Goals and Objectives Reflect the Selling Environment as Well as the Culture and Values of the Sales Force
- Goal-Setting Observations
- An Example That Illustrates the Cost of Poor Goal Setting
- Determining Successful Territory-Level Goals—A Five-Step Process
- Tracking Performance against Goals
- Concluding Goal-Setting Insights
- Precision Selling
- Using Technology to Assist the Sales Force in Customer Relationship Management
- Performance Management
- Building a Potent Sales Force Culture
Product information
- Title: The Complete Guide to Accelerating Sales Force Performance
- Author(s):
- Release date: April 2001
- Publisher(s): AMACOM
- ISBN: 0814406505
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