By Andris A. Zoltners Ph.D., Prabhakant Sinha Ph.D., Visit Amazon's Sally E. Lorimer Page, search results, Learn about Author Central, Sally E. Lorimer,
Revenues strength effectiveness drives each company's good fortune, yet maintaining a revenues association on the best of its video game is a continuing problem. As specialists within the box, Andy Zoltners and Prabha Sinha have helped revenues leaders world wide ideal their revenues process, operations, and execution. Combining strategic perception with pragmatic suggestion, construction a successful revenues strength presents present and aspiring revenues leaders with leading edge but functional options to some of the commonest concerns confronted through today’s revenues organizations. The booklet exhibits readers tips on how to: investigate how strong their revenues strength rather is • determine revenues strength development possibilities • enforce instruments and strategies that experience fast impression on revenues effectiveness • allure and continue the easiest salespeople • layout incentive reimbursement plans • set ambitions • deal with revenues performance • inspire the revenues strength With useful suggestion and case stories of businesses that experience conquered even the main difficult stumbling blocks, construction a profitable revenues strength will let each corporation to force revenues and remain aggressive.
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Additional resources for Building a Winning Sales Force: Powerful Strategies for Driving High Performance
Carefully scripted sales messages encourage salespeople to be consistent in their communication with physicians and help ensure that the information that they deliver is accurate and within FDA guidelines. 49 50 Building a Winning Sales Force • A confectionary company sells a large and diverse line of candy and gum products through food, drug, mass merchandise, and convenience stores. The sales force works directly with retailers, but the selling process differs depending on the size and needs of each account.
Sales leaders gain particular insight when they conduct assessments on a regular basis and track changes over time. Figure 2-10 compares the performance scores in Figure 2-9 to scores gathered a year later. The company has improved its performance on several sales effectiveness drivers, including learning and development and performance management, but performance has slipped on a few others, including motivation programs and compensation. Step 3: Improve the Sales Effectiveness Drivers Once sales leaders identify high-impact improvement opportunities, they can begin to implement appropriate changes in the sales effectiveness drivers involved.
An incentive compensation Health Check (Chapter 12). Look at the best measures of salespeople’s performance (using a tool such as Performance Frontier Analysis) and compare them to the salespeople’s incentive earnings during the last incentive period. If strong performers did not earn appreciably more incentive pay than average or weak performers, the sales compensation plan is not paying for performance. • A goal-setting Health Check (Chapter 13). Look at the goal attainment of salespeople who have territories with high, medium, and low market size, market share, and/or market growth rate.