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.
Using a fresh mix of talented cartooning and seasoned management, marketing, and learning expertise, The Fat Firm reveals the inner workings of real companies. It illustrates a host of situations in which people, cultures, and processes allow excess, waste, and inefficiency - in other words, fat - to creep into a firm and weaken its competitive edge. Most important, the book offers innovative advice on how firms can slim down and stay successful over the long haul.
Powerful Strategies for Driving High Performance
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. 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.