Every firm's sales force combines the distinctive personalities of its members with 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.
Accelerating Sales Force Performance develops an effective, innovative frameworkfor evaluating and improving the performance of any sales force. It is packed with insights and ideas for improving success drivers such as:
Hiring and sales manager selection
-- training
-- compensation
-- goal setting
-- performance management.
This book is an excellent source of valuable, practical ideas for all sales and marketing managers.
