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Building a Winning Sales Force:
What Sales Executives Need to Know to Improve the Bottom Line and Drive Long-Term Success
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Tuesday, June 23, 2009, 2:00 PM Eastern
(45 Minutes) |
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| Featured Speakers |
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Andris A. Zoltners
Professor of Marketing, Kellogg School of Management, Northwestern University; Co-Chairman, ZS Associates | Prebhakant Sinha
Co-Chairman, ZS Associates |
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Lorri Friefeld
Editor-in-Chief, Sales & Marketing Management | Moderator: Pedro Pereira
Managing Editor, Nielsen Business Media Webcasts/Digital Events |
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Especially during an economic downturn, it is critical to have a sales force with the proper training and tools to boost a company’s bottom line while keeping customers happy. To accomplish this, organizations need to know how to develop sales strategies that demonstrate value to customers and create competitive advantage.
Building a winning sales force requires a delicate balance of variables to properly align the sales strategy with an organization’s overall goals. It requires putting in place a sales system framework structured to effectively help sales leaders diagnose problems, recognize opportunities, and adapt to market changes and evolving customer requirements.
Other important considerations to build a sales force include:
• Aligning the sales organization to seize market opportunities and drive long-term success
• Attracting and retaining talent through world-class recruiting processes
• Building a positive sales culture that nurtures continuous learning and development
• Setting territory-level goals that are fair, realistic and motivational.
Working to prevent sales force complacency, the silent killer of sales effectiveness
• Integrating sales and marketing strategies to create a successful customer-facing organization
• Using analytic tools and structured processes to constantly identify sales force improvement opportunities and enhance sales effectiveness.
Join Sales & Marketing Management magazine for a interactive webcast, sponsored by ZS Associates, and hear from Andy Zoltners and Prabha Sinha, ZS co-founders and authors of Building A Winning Sales Force regarding how to positively influence salespeople’s behavior. Attend this online-only event to learn how to enhance customer success and improve company results through a properly structured and trained sales force.
About the Presenters:
ANDRIS A. ZOLTNERS (Evanston, IL) is a professor of marketing at the Kellogg School of Management at Northwestern University and Co-Chairman of ZS Associates, a global sales effectiveness and marketing consulting firm founded by Zoltners and Sinha in 1983.
PRABHAKANT SINHA (Chicago, IL) is Co-Chairman of ZS Associates. Andy and Prabha are the coauthors of The Complete Guide to Sales Force Incentive Compensation, Sales Force Design for Strategic Advantage, and The Complete Guide to Accelerating Sales Force Performance.
About Building A Winning Sales Force:
Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical advice for dealing with many of their most critical and frequently faced sales force challenges and opportunities.
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