Download or read book The Complete Guide to Accelerating Sales Force Performance written by Andris A. Zoltners and published by AMACOM/American Management Association. This book was released on 2001 with total page 504 pages. Available in PDF, EPUB and Kindle. Book excerpt: To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you'll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, getAbstract.com recommends this manual to the audience its authors suggest, "sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners" plus business school students. If you're going to be academic, you might as well learn something.
Download or read book Complete Guide to Accelerating Sales Force Performance written by Andris et al Zoltners and published by . This book was released on 2001 with total page 3 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Complete Guide to Sales Force Incentive Compensation written by Andris Zoltners and published by AMACOM. This book was released on 2006-08-07 with total page 511 pages. Available in PDF, EPUB and Kindle. Book excerpt: A well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots. Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force or demoralizing salespeople by having difficult goals or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Filled with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.
Download or read book Sales Force Design For Strategic Advantage written by A. Zoltners and published by Springer. This book was released on 2004-06-25 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
Download or read book The Ultimate Guide to Sales Training written by Dan Seidman and published by John Wiley & Sons. This book was released on 2012-01-11 with total page 415 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Ultimate Guide to Sales Training is the go-to reference for sales managers, sales trainers, sales coaches, and sales consultants who want to increase a sales force's productivity by using these proven techniques: Building Mental Flexibility Anchoring Concepts for Easy Recall Encouraging Behavioral Change Covering a wide range of topics, The Ultimate Guide to Sales Training shows how to develop a selling system, prospect effectively, and qualify and disqualify prospects. The book also covers information on using power questioning techniques, handling objections, and includes solution selling guidelines and ideas for creating and delivering potent presentation practices. In addition, the author covers such hot topics as managing reps attitudes and how to close the sale. He also includes suggestions for overcoming buyer resistance and making change occur as well as getting beyond barriers that block decision-makers, and much, much more. Praise for The Ultimate Sales Training Handbook "This book should be on the desk of every sales manager and sales trainer. Dan Seidman created a treasure chest of ideas, concepts, skills-sets and motivation tools that are ready to be converted into cash." —Gerhard Gschwandtner, founder and publisher, Selling Power Magazine "Sales professionals throughout the world will discover performance improvement through this training encyclopedia. Dan Seidman is helping make sales training a major strategic driver for all organizations." —Tony Bingham, president and CEO, ASTD "Each chapter just might be the one piece that plugs the gap in your team's performance. Dan is truly earning the title Trainer to the World's Sales Trainers." —Willis Turner, CAE CSE, president and CEO, of Sales & Marketing Executives International
Download or read book Building a Winning Sales Management Team written by Andris A. Zoltners and published by Zs Associates, Incorporated. This book was released on 2012 with total page 284 pages. Available in PDF, EPUB and Kindle. Book excerpt: First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don't get enough time, attention, and resources from sales leaders. "Building a Winning Sales Management Team" shows just how important FLMs are to sales organizations--and what happens when companies underinvest in these key players. Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in "Building a Winning Sales Management Team" just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world's top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University's Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness. "Building a Winning Sales Management Team" shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.
Download or read book Building a Winning Sales Force written by Andris A. ZOLTNERS and published by AMACOM Div American Mgmt Assn. This book was released on 2009-02-11 with total page 498 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organizations. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effectiveness • attract and retain the best salespeople • design incentive compensation plans • set goals • manage sales performance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.
Download or read book Accelerating Lean Six Sigma Results written by Terence T. Burton and published by J. Ross Publishing. This book was released on 2011-01-15 with total page 433 pages. Available in PDF, EPUB and Kindle. Book excerpt: This title provides real direction on organizational improvement initiatives. It includes sections on leadership, business infrastructure and new applications to key strategic areas of the business.
Download or read book After Effects Work written by Richard Harrington and published by CRC Press. This book was released on 2006-08-15 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: Real-World commercial projects presented in full color feature the work of renowned artists, Chris and Trish Meyer, Jayse Hansen, Mark Coleran, Ken Locsmandi and others. The tutorials are commercial projects that the artists created for a client budget of $10,000 or less, using only the plug-ins that come with the software. Special focus is given to the fundamental techniques that are important to novice motion graphic artists. The companion DVD contains the source files required for the reader to replicate the techniques as well as Apple QuickTime presentations of the final projects. The projects cover a wide range of practical applications including broadcast animation, big-screen film trailers, music video compositing, trade show presentations, DVD menu graphics, and cel animation with Flash.
Download or read book The Sales Compensation Handbook written by Stockton B. Colt and published by Amacom Books. This book was released on 1998 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: Updated and expanded, THE SALES COMPENSATION HANDBOOK contains information and tools necessary to design and implement top-notch sales compensation programs. Experts at the consulting firm of Towers Perrin provide guidance on all aspects of compensating salespeople, including designing base salary, bonus, and commission scales; team selling roles and implications; linking compensation to company culture; cash and non-cash incentives; and more.
Download or read book Lean Manufacturing that Works written by Bill Carreira and published by AMACOM/American Management Association. This book was released on 2005 with total page 324 pages. Available in PDF, EPUB and Kindle. Book excerpt: If your manufacturing organization is slow and inefficient, it's time to slim down. Here's a proven "weight loss" plan.
Download or read book Super Flexibility for Knowledge Enterprises written by Homa Bahrami and published by Springer. This book was released on 2014-07-26 with total page 218 pages. Available in PDF, EPUB and Kindle. Book excerpt: strategy, but we also focus on execution. We talk about organizational design, and also refect on leadership practices. Our assumption is that in a dynamic world, leaders at all levels, have to constantly switch gears, wear different hats, and na- gate at different altitudes. They have to think about the “total” enterprise, not in terms of compartmentalized silos or felds of functional expertise. Much like a g- eral contractor, they have to draw on specialized expertise, as and when needed, yet keep the big picture in mind. Our hope is that our diagnostic tools can help teams develop a shared frame of reference and generate cross-functional dialogue. The third driving force behind this second edition is the gradual convergence between the worlds of entrepreneurial start-ups and challenges facing established corporations. Innovation, agility, and initiative are no longer the exclusive preserve of start-ups. Established companies are looking for ways to re-invent themselves, to innovate, to think creatively, and to make their enterprises more fexible, agile and entrepreneurial. We have had the good fortune to sit at the intersection of these two worlds. We hope our ideas can beneft both groups. We set out to provide a “buffet table”, a menu of options that can be helpful for the two ends of the spectrum.
Download or read book Testing Testing 1 2 3 written by Mal Warwick and published by John Wiley & Sons. This book was released on 2003-08-16 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: Fundraising experts know that successful direct mail requires a continual search for improvements in copy, package formats, and lists through trial-and-error testing. There is no doubt that testing—when done correctly—can raise more money for your organization. In Testing, Testing, 1,2,3 direct mail and fundraising expert Mal Warwick shows how the cumulative value of thoughtful, systematic testing can help your organization reach its direct mail fundraising goals. This reader-friendly guide will take you through each phase of the scientific process of discovering your organization's ideal combination of direct mail offer, package, and postage. Like Warwick's other, widely quoted books on fundraising, Testing, Testing, 1,2,3 is based on an abundance of real-world examples drawn from his more than two decades of experience in direct mail. Read a Charity Channel review: http://www.charitychannel.com/publish/templates/?a=38
Download or read book Virtual Selling written by Thomas M. Siebel and published by Simon and Schuster. This book was released on 2002-01-15 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: Known in Silicon Valley as "a salesman's salesman", Thomas Siebel has created Siebel Systems to produce customer-specific brochures and presentations--and even products--on demand. This book demonstrate how Siebel Systems centers on enlarging the role of the sales rep to sales project coordinator. Illustrations.
Download or read book Introduction to Management of Reverse Logistics and Closed Loop Supply Chain Processes written by Donald F. Blumberg and published by CRC Press. This book was released on 2004-11-29 with total page 294 pages. Available in PDF, EPUB and Kindle. Book excerpt: Increasing legislative and environmental pressure requires businesses to become more responsive to products that either have been returned or that are at the end of their useful lives. Life cycles are getting shorter, and efficient handling can save large amounts of money since many materials can be extracted and reused or redistributed. Reverse lo
Download or read book Close More Sales written by Mike Stewart and published by Amacom Books. This book was released on 1999 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: The most successful salespeople are the ones that continually learn and improve their performance. This positive and realistic guide encourages both newcomers and seasoned pros to learn or rediscover the basics of superlative salesmanship. Written by a professional sales trainer, the book is filled with proven techniques for mastering each stage of the process, from properly planning and actively listening to asking for the sale.
Download or read book Stand and Deliver written by Ramon Menendez and published by Dramatic Publishing. This book was released on 1997 with total page 116 pages. Available in PDF, EPUB and Kindle. Book excerpt:
