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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 ho

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 fie

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

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 a

To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha a