Böcker av Andris Zoltners

The Complete Guide to Sales Force Incentive Compensation is a practical, detailed roadmap to building a fair compensation system by creating motivating incentives that produce positive outcomes.

Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople.If you read nothing else on sales, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you understand how to create the conditions for sales success.This book will inspire you to:Understand your customer's buying centerIntegrate your sales and marketing operationsAssess your business cycle and its impact on your sales forceTransition away from solution salesLeverage the power of micromarketsIntroduce tiebreaker selling and consensus sellingMotivate your sales force properlyThis collection of articles includes "e;Major Sales: Who Really Does the Buying,"e; by Thomas V. Bonoma; "e;Ending the War Between Sales and Marketing,"e; by Philip Kotler, Neil Rackham, and Suj Krishnaswamy; "e;Match Your Sales Force Structure to Your Business Life Cycle,"e; by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; "e;The End of Solution Sales,"e; by Brent Adamson, Matthew Dixon, and Nicholas Toman; "e;Selling into Micromarkets,"e; by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami; "e;Dismantling the Sales Machine,"e; by Brent Adamson, Matthew Dixon, and Nicholas Toman; "e;Tiebreaker Selling,"e; by James C. Anderson, James A. Narus, and Marc Wouters; "e;Making the Consensus Sale,"e; by Karl Schmidt, Brent Adamson, and Anna Bird; "e;The Right Way to Use Compensation,"e; by Mark Roberge; "e;How to Really Motivate Salespeople,"e; by Doug J. Chung; and "e;Getting Beyond 'Show Me the Money,'"e; an interview with Andris Zoltners by Daniel McGinn.

For current and aspiring sales leaders who want to maximize the effectiveness of their sales force, this innovative guide shows you how to overcome the obstacles that hold other sales organizations back.

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.