Andris A. Zoltners

This book is a very comprehensive and practical approach to managing a sales force. The authors do a fine job of articulating: Training, planning, motivation, and tracking positive results.
I really enjoyed the insight into the 5 Sales Effectiveness drivers. The concept is important for accountability and is basic, straightforward and easy to understand. This train of thought provides a good blueprint and structure for the Sales Manager who is willing to step back and reorganize. If a sales manager can accept working to change the organizational structure for the better, well, that's half the battle.
* Definer drivers - set up the organizational structure and salesperson roles.
* Sharper drivers - hiring, training, and coaching practices - affect salespeople directly.
* Enlightener, Exciter, and Controller drivers - affect the activities performed by the sales force.
I recommend this book as a good foundation for Management and Sales.… (més)