The Complete Guide to Accelerating Sales Force Performance

Whewie! I had many reservations about buying this book. The previous reviews made me skeptical, especially when I looked at the price tag and acknowledged the fact that I was going to bleed to death reading a blah-blah boring has-been couple of spineless professors rant about their lame memoirs and anecdotes lazily collected by one of their pet clones.To be precise, this book was written by two of the most influential consultants, professors and businessmen in the world. They worked with sales forces and represented companies of all sizes, in addition to being 'team-driven' by their own successful consultancy spanning thirty years.In many instances, they gained from the output of academia and collaborated their research with students associated from the prestigious Northwestern's J.K. Kellogg Graduate School of Management.This book has foundation, structure, conceptual analysis and excellent ideas for any student, manager-in-training or business executive who is trying to avoid the "art of selling" or "quick buck motivational" 'diaper-training series' collections (sold at newsstands everywhere).There are chapters from other excellent contributors related to Internet Strategies, Market Strategy and Segmentation. I found the material to be factual, concise and thoughtful.This is a rare book written about sales forces. Sales forces are the life-blood of ANY company. Your ability to communicate with people will increase your power, wealth and happiness. A sales force can easily become 'unruly beasts' because the sales force are people dealing with people. Great sales managers must understand CONCEPTS about how to FOCUS, CHANNEL and DISCIPLINE people without disrupting profitability...AND LOSING GREAT PEOPLE!!!"The Complete Guide to Accelerating Sales Force Performance provides education the way a textbook does, but it also provides guidance. It advises, similar to a manager's manual, and it seeks to provide the sales manager with an understanding of the entire sales force system by presenting frameworks for sales force design and performance enhancement."Buckle Up! This book contains "all muscle and no fat." It is a mental and physical exercise book that requires considerable attention. "The quality of the selling organization has a direct effect on a company's sales and profitability." Now, time for me to mold my sales force into terrific shape. :)

Good book, easy to read and understand. Sales management is a new to me and I got a lot of helpful information and insights from the book. I did return it though for a refund because I thought amazon's price was too high at the time, and my school's library had a rare copy that was available. Would have liked it if amazon had offered a rental option for this book. I'm old fashioned and I don't like kindle books for school use, even if they are much cheaper. Hard copies make it much easier to find things faster.

Best Sales Management book ever written by the most brilliant authorities on the Sales Management process

I read this book on the recommendation of a former ZS employee. It is a solid, yet very lengthy book for people brand new to sales (ex. MBA students).What I liked:1. Extremely comprehensive2. Non-repetitive3. Does not pretend to coin new jargonWhat I did not like:1. Too much "WHAT" and not enough "HOW"2. The book needs to be updated since the references to the Internet feel dated3. Though it reads like a textbook (long and dry), it does not qualify as a textbook since:a. the authors make several references to products they sellb. while there are a few data points, the book is mostly anecdotal/experiential (and even references the "monkey/bananas/ladder" experiment which has been debunked as urban legend)

Good read, very informative and insightful.

I was asked by my Managing Director to read this book. This book covers both the soft and hard aspects of Sales Force Effectiveness. hjas a complete top down framework to analyse,design and manage a Sales tesm as per the needs of the Organization. Some of the analytics given are both simple and hav a "aha" value.Highly recommended for all Sales and Non Sales managers. Every organizatrion will find something in this book that will improve their Sales Staff performance.

Outstanding: Clear, applicable, pragmatic.A strong and consistent "sample" of Dr. Prabhakant Sinha legacy and profile. I know the author (attend his course in Belgium, at the MCE / Management Centre of Europe, in the past) and because of this can ensure what I'm saying.Strongly recommend for any person in the Sales Force Management.

This was the required text for my Sales Force Management MBA class, and I found it to be a very thorough and practical reference. I am almost certain I will refer back to it in the future.