Powerful Strategies for Driving High Performance
Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer
Amacom, $34.95
476 pages
Cutting costs isn't the path to prosperity. Even in the face of a dismal economy, the selling function remains the primary revenue driver for businesses around the world. Companies invest nearly three times the amount of money in their sales force as they do on advertising.
Now more than ever, sales leaders must ensure that any investment in their organization's sales strategy, processes or people has a positive impact on the bottom line. In Building a Winning Sales Force , ZS Associates founders Andris A. Zoltners and Prabhakant Sinha, team with former ZS Associates principal Sally E. Lorimer, to give sales leaders the critical tools they need to create successful sales organizations in these tough economic times.
The book cites plenty of real world and practical
success stories from ZS clients.
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