The Power of Sales Analytics, Lorimer Sally E., Sinha Prabhakant, Zoltners Andris a.
Автор: Zoltners, Dr Andris A, Ph.d Sinha, Prabhakant, Ph.d. Lorimer, Sally E Название: Building a winning sales management team ISBN: 0985343605 ISBN-13(EAN): 9780985343606 Издательство: Неизвестно Рейтинг: Цена: 4131.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: 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.
Описание: Sales forces have many moving pieces, and sales executives and managers face tremendous complexity as they seek to drive profitable revenue growth in today's challenging B2B selling environment.
In this book, global sales management thought leaders Andy Zoltners, Prabha Sinha, and Sally Lorimer share actionable ideas for enhancing the power of any sales force. By organizing insights from blogs around a proven sales force system framework the authors created, the book can help sales leaders:
- Find hidden opportunities for sales growth - Size and structure their sales teams to meet changing customer needs - Hire and retain the best sales and managerial talent - Motivate and direct sales activity to align with strategic priorities - Use data and analytics to create insights for driving sales performance - Lead sales forces to succeed in today's digital world - And much more
Описание: In essays written with humor and wit, Kendrick reimagines what it means to be "a good black woman"-from women choosing never to have children to mothers regretting their choice to have them, from being a lonely black atheist to conquering loneliness as a single woman in a foreign country-and, in the process, challenges the expectation that black women serve as noble martyrs or sacrificial lambs.
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