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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 field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practi...

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 s...

The Complete Guide to Sales Force Incentive Compensation is a practical, detailed roadmap to building a fair compensation system by creating motivating incentives that produce positive outcomes.