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.

The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It’s loaded with proven ideas for improving such "success drivers" as:
* Culture
* Sales force structure
* Hiring
* Sales manager selection
* Training
* Compensation
* Technology
* Sales territory design
* Goal setting
* Performance management.

Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries.


TABLE OF CONTENTS

Preface
Ch. 1 The Role of the Sales Force in the Go-to-Market Strategy
Ch. 2 Sales Force Assessment and Strategy
Ch. 3 Sizing the Sales Force for Strategic Advantage
Ch. 4 Structuring the Sales Force for Strategic Advantage
Ch. 5 Designing Sales Territories That Increase Sales
Ch. 6 Recruiting the Best Salespeople
Ch. 7 Training the Sales Force
Ch. 8 The Critical Role of the First-Line Sales Manager
Ch. 9 Motivating the Sales Force
Ch. 10 Compensating for Results
Ch. 11 Setting Effective Goals and Objectives
Ch. 12 Precision Selling
Ch. 13 Using Technology to Assist the Sales Force in Customer Relationship Management
Ch. 14 Performance Management
Ch. 15 Building a Potent Sales Force Culture
Index