Andris Zoltners's Books

HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

By: Harvard Business Review,Philip Kotler,Andris Zoltners,Manish Goyal,James C. Anderson

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HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

By: Harvard Business Review,Philip Kotler,Andris Zoltners,Manish Goyal,James C. Anderson

Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople. If you read nothing else on sales, read these 10 articles. We've combed through hundreds of Harvard Business Review; articles and selected the most important ones to help you understand how to create the conditions for sales success. This book will inspire you to: Understand your customer's buying center Integrate your sales and marketing operations Assess your business cycle and its impact on your sales force Transition away from solution sales Leverage the power of micromarkets Introduce tiebreaker selling and consensus selling Motivate your sales force properly This collection of articles includes: "Major Sales: Who Really Does the Buying," by Thomas V. Bonoma; "Ending the War Between Sales and Marketing," by Philip Kotler, Neil Rackham, and Suj Krishnaswamy; "Match Your Sales Force Structure to Your Business Life Cycle," by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; "The End of Solution Sales," by Brent Adamson, Matthew Dixon, and Nicholas Toman; "Selling into Micromarkets," by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami; "Dismantling the Sales Machine," by Brent Adamson, Matthew Dixon, and Nicholas Toman; "Tiebreaker Selling," by James C. Anderson, James A. Narus, and Marc Wouters; "Making the Consensus Sale," by Karl Schmidt, Brent Adamson, and Anna Bird; "The Right Way to Use Compensation," by Mark Roberge; "How to Really Motivate Salespeople," by Doug J. Chung; and "Getting Beyond 'Show Me the Money,'" an interview with Andris Zoltners by Daniel McGinn.

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190

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Harvard Business Review Press

Published Date

ISBN 10

1633693287

ISBN 13

9781633693289

The Complete Guide to Sales Force Incentive Compensation

How to Design and Implement Plans That Work

By: Andris Zoltners,Prabhakant Sinha,Sally Lorimer

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The Complete Guide to Sales Force Incentive Compensation

How to Design and Implement Plans That Work

By: Andris Zoltners,Prabhakant Sinha,Sally Lorimer

A well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots. Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force or demoralizing salespeople by having difficult goals or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Filled with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.

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511

Publisher

AMACOM

Published Date

ISBN 10

0814429726

ISBN 13

9780814429723

The Complete Guide to Accelerating Sales Force Performance

By: Andris A. Zoltners,Prabhakant Sinha,Greggor A. Zoltners

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The Complete Guide to Accelerating Sales Force Performance

By: Andris A. Zoltners,Prabhakant Sinha,Greggor A. Zoltners

To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you'll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, getAbstract.com recommends this manual to the audience its authors suggest, "sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners" plus business school students. If you're going to be academic, you might as well learn something.

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504

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AMACOM/American Management Association

Published Date

ISBN 10

0814426166

ISBN 13

9780814426166

Building a Winning Sales Force

Powerful Strategies for Driving High Performance

By: Andris A. ZOLTNERS,Prabhakant SINHA,Sally E. LORIMER

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Building a Winning Sales Force

Powerful Strategies for Driving High Performance

By: Andris A. ZOLTNERS,Prabhakant SINHA,Sally E. LORIMER

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 practical solutions to many of the most common issues faced by today’s sales organizations. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effectiveness • attract and retain the best salespeople • design incentive compensation plans • set goals • manage sales performance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.

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498

Publisher

AMACOM Div American Mgmt Assn

Published Date

ISBN 10

0814410421

ISBN 13

9780814410424

Global Recession: The Insights You Need from Harvard Business Review

By: Harvard Business Review,Martin Reeves,Andris A. Zoltners,Claudio Fernandez-Araoz,Ranjay Gulati

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Global Recession: The Insights You Need from Harvard Business Review

By: Harvard Business Review,Martin Reeves,Andris A. Zoltners,Claudio Fernandez-Araoz,Ranjay Gulati

Roar Out of the Covid-19 Recession You've weathered the shock, the lockdowns, and the slow crawl back. But with a new normal come new risks—and new opportunities. What must you and your business do now to come out of the downturn stronger and better positioned for the future? Global Recession: Insights You Need from Harvard Business Review will help you find possibilities amid the upheaval and reshape your business to seize advantage in the upswing. Business is changing. Will you adapt or be left behind? Get up to speed and deepen your understanding of the topics that are shaping your company's future with the Insights You Need from Harvard Business Review series. Featuring HBR's smartest thinking on fast-moving issues—blockchain, cybersecurity, AI, and more—each book provides the foundational introduction and practical case studies your organization needs to compete today and collects the best research, interviews, and analysis to get it ready for tomorrow. You can't afford to ignore how these issues will transform the landscape of business and society. The Insights You Need series will help you grasp these critical ideas—and prepare you and your company for the future.

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Harvard Business Press

Published Date

ISBN 10

1647821355

ISBN 13

9781647821357

HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

By: Harvard Business Review,Philip Kotler,Andris Zoltners,Manish Goyal,James C. Anderson

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HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

By: Harvard Business Review,Philip Kotler,Andris Zoltners,Manish Goyal,James C. Anderson

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190

Publisher

Harvard Business Review Press

Published Date

ISBN 10

1633693287

ISBN 13

9781633693289

Building a Winning Sales Management Team

The Force Behind the Sales Force

By: Andris A. Zoltners,Prabhakant Sinha,Sally E. Lorimer

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Building a Winning Sales Management Team

The Force Behind the Sales Force

By: Andris A. Zoltners,Prabhakant Sinha,Sally E. Lorimer

First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don't get enough time, attention, and resources from sales leaders. "Building a Winning Sales Management Team" shows just how important FLMs are to sales organizations--and what happens when companies underinvest in these key players. Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in "Building a Winning Sales Management Team" just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world's top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University's Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness. "Building a Winning Sales Management Team" shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.

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Page Count

284

Publisher

Zs Associates, Incorporated

Published Date

ISBN 10

0985343605

ISBN 13

9780985343606

Building a Winning Sales Force

Powerful Strategies for Driving High Performance

By: Andris A. ZOLTNERS,Prabhakant SINHA,Sally E. LORIMER

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Building a Winning Sales Force

Powerful Strategies for Driving High Performance

By: Andris A. ZOLTNERS,Prabhakant SINHA,Sally E. LORIMER

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498

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AMACOM Div American Mgmt Assn

Published Date

ISBN 10

0814410421

ISBN 13

9780814410424

The Complete Guide to Sales Force Incentive Compensation

How to Design and Implement Plans That Work

By: Andris Zoltners,Prabhakant Sinha,Sally Lorimer

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The Complete Guide to Sales Force Incentive Compensation

How to Design and Implement Plans That Work

By: Andris Zoltners,Prabhakant Sinha,Sally Lorimer

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Page Count

511

Publisher

AMACOM

Published Date

ISBN 10

0814429726

ISBN 13

9780814429723

The Complete Guide to Accelerating Sales Force Performance

By: Andris A. Zoltners,Prabhakant Sinha,Greggor A. Zoltners

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The Complete Guide to Accelerating Sales Force Performance

By: Andris A. Zoltners,Prabhakant Sinha,Greggor A. Zoltners

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504

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AMACOM/American Management Association

Published Date

ISBN 10

0814426166

ISBN 13

9780814426166

The Power of Sales Analytics

By: Andris A. Zoltners,Prabhakant Sinha,Sally E. Lorimer

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The Power of Sales Analytics

By: Andris A. Zoltners,Prabhakant Sinha,Sally E. Lorimer

Written by over 20 thought leaders from ZS Associates, Inc., The Power of Sales Analytics shares strategic insights, pragmatic advice, and illustrative case studies and approaches for using analytics to support sales force decisions and drive results. The authors describe how leading companies have successfully used analytics to improve key sales force effectiveness drivers such as customer targeting, sales process design, sales force size and structure, territory design, talent management, incentive compensation, goal setting, and performance management. The book also has a blueprint for implementing critical analytic capabilities cost-effectively by assembling the right combination of internal and external resources. The Power of Sales Analytics is edited by the founders of ZS Associates, Andris A. Zoltners and Prabhakant Sinha, who have personally consulted with more than 200 companies in over 20 countries, and business writer Sally E. Lorimer. As experts in the field of sales analytics, the editors have helped the sales leaders of Fortune 500 companies, as well as smaller entrepreneurial businesses, tap into the power of analytics to enable smarter sales strategies, support more efficient operations, facilitate more effective execution, and ultimately drive results. They are also coauthors of numerous academic articles and books on sales force management, including Building a Winning Sales Force, Accelerating Sales Force Performance, Sales Force Design for Strategic Advantage, The Complete Guide to Sales Force Incentive Compensation, and Building a Winning Sales Management Team. In addition to cofounding ZS Associates, Zoltners is a professor emeritus of marketing at Northwestern University s Kellogg School of Management, and Sinha is a former Kellogg faculty member. Both continue to teach sales executives Zoltners at Kellogg and Sinha at the Indian School of Business and the Gordon Institute of Business Science in South Africa. ZS Associates is a global leader in sales and marketing consulting, outsourcing, technology, and software. For more than 30 years, ZS has helped companies across a range of industries deliver greater impact through their sales and marketing investments and operations.

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290

Publisher

Zs Associates, Incorporated

Published Date

ISBN 10

0985343648

ISBN 13

9780985343644

Global Recession: The Insights You Need from Harvard Business Review

By: Harvard Business Review,Martin Reeves,Andris A. Zoltners,Claudio Fernandez-Araoz,Ranjay Gulati

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Global Recession: The Insights You Need from Harvard Business Review

By: Harvard Business Review,Martin Reeves,Andris A. Zoltners,Claudio Fernandez-Araoz,Ranjay Gulati

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Harvard Business Press

Published Date

ISBN 10

1647821355

ISBN 13

9781647821357

Sales Force Design For Strategic Advantage

By: A. Zoltners,P. Sinha,S. Lorimer

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Sales Force Design For Strategic Advantage

By: A. Zoltners,P. Sinha,S. Lorimer

This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.

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Page Count

399

Publisher

Palgrave Macmillan

Published Date

ISBN 10

1403903050

ISBN 13

9781403903051

Global Recession: The Insights You Need from Harvard Business Review

By: Harvard Business Review

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Global Recession: The Insights You Need from Harvard Business Review

By: Harvard Business Review

Lead Your Business Through the Covid-19 Recession The second global downturn in a dozen years is upon us—but do lessons learned during the Great Recession still apply? What must you and your business do, now, to ensure you come out the other side intact? Global Recession: Insights You Need from Harvard Business Review will help you understand the smartest ways to cut costs intelligently, find opportunities amid upheaval, and reshape your business to seize advantage in the upswing. Business is changing. Will you adapt or be left behind? Get up to speed and deepen your understanding of the topics that are shaping your company's future with the Insights You Need from Harvard Business Review series. Featuring HBR's smartest thinking on fast-moving issues—blockchain, cybersecurity, AI, and more—each book provides the foundational introduction and practical case studies your organization needs to compete today and collects the best research, interviews, and analysis to get it ready for tomorrow. You can't afford to ignore how these issues will transform the landscape of business and society. The Insights You Need series will help you grasp these critical ideas—and prepare you and your company for the future.

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Page Count

176

Publisher

HBR Insights

Published Date

ISBN 10

1647821347

ISBN 13

9781647821340

Legends in Marketing: Philip Kotler

By: Jagdish N. Sheth

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Legends in Marketing: Philip Kotler

By: Jagdish N. Sheth

The Legends in Marketing series captures the essence of the most important contributions made in the field of marketing in the past hundred years. It reproduces the seminal works of the legends in the field, which is supplemented by interviews of these legends as well as by the opinions of other scholars about their work. The series comprises various sets, each focused on the multiple ways in which a legend has contributed to the field. This fifth set in the series, consisting of nine volumes, is a tribute to Philip Kotler. Known as one of the foremost authorities on marketing, a great listener and speaker, and a truly pioneering author, Professor Kotler is ranked as one of the six most influential business thinkers.

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Page Count

2435

Publisher

SAGE Publications Pvt. Limited

Published Date

ISBN 10

8132105192

ISBN 13

9788132105190

Book's by Andris Zoltners

HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

The Complete Guide to Sales Force Incentive Compensation

The Complete Guide to Sales Force Incentive Compensation

The Complete Guide to Accelerating Sales Force Performance

The Complete Guide to Accelerating Sales Force Performance

Building a Winning Sales Force

Building a Winning Sales Force

Global Recession: The Insights You Need from Harvard Business Review

Global Recession: The Insights You Need from Harvard Business Review

HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

Building a Winning Sales Management Team

Building a Winning Sales Management Team

Building a Winning Sales Force

Building a Winning Sales Force

The Complete Guide to Sales Force Incentive Compensation

The Complete Guide to Sales Force Incentive Compensation

The Complete Guide to Accelerating Sales Force Performance

The Complete Guide to Accelerating Sales Force Performance

The Power of Sales Analytics

The Power of Sales Analytics

Global Recession: The Insights You Need from Harvard Business Review

Global Recession: The Insights You Need from Harvard Business Review

Sales Force Design For Strategic Advantage

Sales Force Design For Strategic Advantage

Global Recession: The Insights You Need from Harvard Business Review

Global Recession: The Insights You Need from Harvard Business Review

Legends in Marketing: Philip Kotler

Legends in Marketing: Philip Kotler

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