Building a Winning Sales Force: Poweful Strategies for Driving High Performance

A high-performance sales force is one of the most critical components of any successful organization. But it is also a complex organism that is difficult to understand-and therefore extremely challenging to develop and lead.
Building a Winning Sales Force is the most comprehensive and practical book ever written on the subject of designing, building, and driving a superior sales team. The book combines the wisdom and advice of three renowned sales experts whose experience ranges from the university classroom to the boardrooms of more than 400 sales organizations around the world.
With this book as your guide, you will learn the changes to implement now that will immediately enhance the performance of all your sales professionals while also building new customer relationships, and, of course, driving your top and bottom line results - all without disrupting your current sales progress.

Andris A. Zoltners (Evanston, IL) is a professor of marketing at the Kellogg School of Management at Northwestern University.

Prabhakant Sinha (Chicago, IL) is Co-Chairman of ZS Associates, a global sales effectiveness and marketing consulting firm founded by Zoltners and Sinha in 1983. Andy and Prabha are the coauthors of The Complete Guide to Sales Force Incentive Compensation (978-0-8144-7324-5) and The Complete Guide to Accelerating Sales Force Performance (978-0-8144-0650-2).

Sally E.Lorimer (Northville, MI) is a sales and marketing consultant and business writer.