Sales leadership essentials for an era of rapidly advancing digital technology. Managing an effective sales organization is key to revenue generation, customer satisfaction, and business results. But whether you're a sales manager or leading a large sales force, it's increasingly challenging to balance success today with driving the digital sales transformation that will position your team for the future. With actionable insights and examples from many industries worldwide, the HBR Sales Management Handbook provides the resources you need to build value for your company, your customers, and your sales teams. The book covers the fundamentals every sales manager needs to know and explores today's most challenging issues around digital: bringing value to informed and self-sufficient customers while managing the business; hiring, developing, and retaining the best talent; managing sales in the remote, multichannel world; using AI and analytics to support critical decisions; navigating change with continuous improvement; and building the next generation of sales information hubs. Your job as a sales leader is vast and dynamic. This handbook is a collection of proven and forward-looking ideas to help you, your salespeople, and your customers win. HBR Handbooks provide ambitious professionals with the frameworks, advice, and tools they need to excel in their careers. With step-by-step guidance, time-honed best practices, and real-life stories, each comprehensive volume helps you to stand out from the pack—whatever your role.
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. 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.
Designing an incentive plan to turn sales reps into sales superstars! If you're like most sales leaders, your incentive program is a constant challenge, as you try to jumpstart sales, energize a geographically dispersed and autonomous workforce, and motivate salespeople to achieve ambitious revenue goals. And sometimes it seems like you just don't know what works; your products and markets are changing, the incentive program that was so successful last year no longer produces the desired results, or perhaps the generous incentive program you created has yielded a corps of highly paid salespeople who spend most of their time on existing clients and minimal time generating new business -- and threaten to walk away with your customer base if you scale back paychecks! 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. But 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. 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 because goals are too easy, or demoralizing salespeople by having goals that are too difficult 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. Every year, corporations spend $200 billion compensating their sales forces, with extremely mixed results. Make sure every dollar you spend is helping to achieve your goal of creating an empowered, effective sales force that drives your company's success. Packed 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.
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.
Tells the story of the 1909 coal mine disaster in Cherry, Illinois, that killed hundreds of men, left more than four hundred children fatherless, inspired the first worker's compensation laws, and helped bring about changes in child labor practices.
When Peter Bartholomew and his ward, Lucy, come across a human skull while playing--and it turns out to have belonged to a former lover of Peter's who supposedly left the island many years ago--all of Nashtoba Island is shocked. When another skull, that of a legendary bootlegger, is discovered, Peter sets out to find a connection between the two deaths--and to clear his own name.
Sally A. Allen is originally from Wisconsin and currently lives in West Central Florida with her schnauzer, Sibby. While her novels are fiction, she draws from the many experiences she's had in her life. Visit her website at www.sally-allen.webs.com.
Dramatic landscapes, hauntingly beautiful ruins, and stirring myths and legends: See for yourself why this evocative country has inspired art and folklore for centuries with Moon Scotland. Inside you’ll find: Flexible itineraries including a journey through the Highlands and Islands, day-by-day itineraries in Glasgow and Edinburgh, a tour of Scotland’s six World Heritage Sites, and more Strategic advice, whether you’re looking to castle-hop, trace your ancestry, go cliff-diving, or stroll through misty villages Must-see highlights and unique experiences: Walk along Edinburgh's historic Royal Mile, or climb the Arthur's Seat peak. Explore Neolithic burial chambers and rugged archipelagos in the north, follow the Malt Whisky Trail in Speyside, or hop on the West Highland Railway, one of the world’s most beautiful train rides. Catch a traditional music performance in Glasgow or chat with locals at a corner pub over folk music and a pint. Hike through wild moors and pine forests to deserted villages on Skye, play one of the oldest golf courses in the world, or take a seaplane over Loch Lomond for dramatic views of the Highlands Honest tips from Scotland expert Sally Coffey Full-color photos and detailed maps throughout Background information on Scotland’s landscape, history, and cultural customs Helpful resources on Covid-19 and traveling to Scotland In-depth coverage of Edinburgh, Glasgow, Southern, Central, and Northeast Scotland, Loch Lomond, Inverness, Orkney & Shetland, the Central Highlands and the Isle of Skye, and the Outer Hebrides Handy tools such as visa information, a Scottish phrasebook, and tips for LGBTQ+ travelers, families with kids, and seniors Experience the best of Scotland with Moon’s practical tips and expert insight. Sticking to the major cities? Check out Moon Edinburgh, Glasgow & the Isle of Skye. About Moon Travel Guides: Moon was founded in 1973 to empower independent, active, and conscious travel. We prioritize local businesses, outdoor recreation, and traveling strategically and sustainably. Moon Travel Guides are written by local, expert authors with great stories to tell—and they can't wait to share their favorite places with you. For more inspiration, follow @moonguides on social media.
In 1895, a 27-year-old journalist named William Allen White returned to his home town of Emporia, Kansas, to edit a little down-at-the-heels newspaper he had just purchased for $3,000. "The new editor," he wrote in his first editorial, "hopes to live here until he is the old editor, until some of the visions which rise before him as he dreams shall have come true." White did become "the old editor," remaining with the Emporia Gazette until his death 50 years later. During his long tenure he gained nation-wide fame as an author, political leader, and social commentator. But more than anything else, he became the national embodiment of the small-town newspaperman and all the treasured virtues that small towns represented in the minds of Americans. Home Town News is both a fascinating biography and a compelling social history. As Sally Foreman Griffith shows, White's popular image--kindly yet crusading, fiercely independent yet deeply rooted in his community--doesn't do justice to the man's complexity. Shrewdly carving out a position of leadership in a faction-torn town, White carefully shaped his paper's vision of its community to promote local economic growth, Republican political control, and social harmony. With his emergence as a leader among Midwestern progressives, he carefully adapted the ideas and rhetoric of small-town boosterism to changing economic realities. The book uses White's career to help us understand the role of journalism--and the journalist--in turn-of-the-century American culture. Far from being a simple chronicler of daily events, the small-town newspaperman carried considerable weight in his community. He was a leading force in local business, a galvanizing influence in civic life, and a key political activist. As giant corporations came to dominate the national economy, the newspaperman played a pivotal yet ambivalent role in the resulting social transformation: he sought to preserve local autonomy even as his paper introduced his readers to mass-produced consumer goods. Home Town News also tells the story of Emporia, Kansas, during this period of social change. Its richly textured descriptions of small-town life take us beyond abstractions like "modernization," "progressivism," and "boosterism." As we observe the Emporia Street Fair of 1899, the heated controversy over the morality of a local doctor in 1902, and the elaborate campaign to build a Y.M.C.A. in 1914, we gain new insights into the processes that have shaped modern America.
NEW YORK TIMES BESTSELLER • A “masterly account” (The Wall Street Journal) of the life and loves of King Charles III, Britain’s first king since 1952, shedding light on the death of Diana, his marriage to Camilla, and his preparations to take the throne Sally Bedell Smith returns once again to the British royal family to give us a new look at the man who was the oldest heir to the throne in more than three hundred years. This vivid, eye-opening biography—the product of four years of research and hundreds of interviews with palace officials, former girlfriends, spiritual gurus, and more, some speaking on the record for the first time—is the first authoritative treatment of Charles’s life. Prince Charles brings to life the real man, with all of his ambitions, insecurities, and convictions. It begins with his lonely childhood, in which he struggled to live up to his father’s expectations and sought companionship from the Queen Mother and his great-uncle Lord Mountbatten. It follows him through difficult years at school, his early love affairs, his intellectual quests, his entrepreneurial pursuits, and his intense search for spiritual meaning. It tells of the tragedy of his marriage to Diana; his eventual reunion with his true love, Camilla; and his relationships with William, Kate, Harry, and his grandchildren. Ranging from his glamorous palaces to his country homes, from his globe-trotting travels to his local initiatives, Smith shows how Prince Charles possesses a fiercely independent spirit and yet spent more than six decades waiting for his destined role, living a life dictated by protocols he often struggles to obey. With keen insight and the discovery of unexpected new details, Smith lays bare the contradictions of a man who is more complicated, tragic, and compelling than we knew, until now.
Some 7.3 billion people currently live on the planet. Of these, 3.4 billion live in rural areas. In just a few regions—Latin America, the Middle East and North Africa—less than 50 per cent of poverty is now located in rural areas. But for the rest of the world's regions between 55 per cent and 80 per cent of the poor continue to live in the countryside. Progress is being made, but much of the knowhow needed is not disseminated outside of a small coterie of professionals who work in the area. With urban development attracting a great deal of attention lately, poorer rural areas deserve the same and new knowledge for empowerment of rural communities is urgently needed. This book provides an overview of current thinking and practices that have emerged over the last thirty years for uplifting rural communities in developing economies. Drawing on a body of knowledge across a spectrum of relevant disciplines, this book provides a range of innovative ideas for rural planning, housing and infrastructure development. Governments in many emerging economies, where rural poverty is often most acute, have attempted to improve livelihoods. Approaches and techniques that have been used for urban development are often not applicable to rural communities. Studies show that money allocated for rural development is often not effectively spent due to distance, lack of infrastructure, lack of education, poverty and other factors. Meanwhile, the gap in development between the city and country continues to grow, sometimes leading to social and political instability, in both developing and developed countries. This book seeks to provide a guidebook for meeting such challenges. Through in-depth enquiry of global practices and thinking about rural development, and selected case studies, the authors argue that careful consideration must be given to incorporating issues of resilience, resourcefulness and the involvement of communities at grassroots levels in realising the transformation of rural settlements into Smart Villages.
Technology and In/equality explores the diverse implications of the new information and communication technologies through case studies of their applications in three main areas - media, education and training, and work. Questions of access to and control over crucial resources such as information, knowledge, skills and income ae addressed drawing upon insights from science and technology studies, innovation theory, sociology and cultural studies. All of the chapters question the meanings of the terms 'technology' and 'inequality' and of the widespread association of technology with progress. Written with a non-specialist readership in mind, all complex theories and key concepts are carefully explained making the book easily accessible and relevant to a wide range of courses.
The latest and most comprehensive resource on autism and related disorders Since the original edition was first published more than a quarter-century ago, The Handbook of Autism and Pervasive Developmental Disorders has been the most influential reference work in the field. Volume 2 of this comprehensive work includes a wealth of information from the experts in their respective specialities within the larger field of autism studies: Assessment, Interventions, and Social Policy Perspectives. Within the three sections found in Volume 2, readers will find in-depth treatment of: Screening for autism in young children; diagnostic instruments in autism spectrum disorders (ASD); clinical evaluation in multidisciplinary settings; assessing communications in ASD; and behavioral assessment of individuals with autism, including current practice and future directions Interventions for infants and toddlers at risk; comprehensive treatment models for children and youth with ASD; targeted interventions for social communication symptoms in preschoolers with ASD; augmentative and alternative communication; interventions for challenging behaviors; supporting mainstream educational success; supporting inclusion education; promoting recreational engagement in children with ASD; social skills interventions; and employment and related services for adults with ASD Supporting adult independence in the community for individuals with high functioning ASD; supporting parents, siblings, and grandparents of people with ASD; and evidence-based psychosocial interventions for individuals with ASD Special topic coverage such as autism across cultures; autism in the courtroom; alternative treatments; teacher and professional training guidelines; economic aspects of autism; and consideration of alternative treatments The new edition includes the relevant updates to help readers stay abreast of the state of this rapidly evolving field and gives them a guide to separate the wheat from the chaff as information about autism proliferates.
Abridged and edited for the modern reader and available in paperback for the first time ever, this second edition brings back into print a classic autobiography of Middle America--an immensely readable document that enriches our understanding of Progressivism and politics, journalism, and the social history of small-town America from Reconstruction into the Roaring Twenties. At the time of his death in 1944, William Allen White, editor of the Emporia Gazette, was a national celebrity, proclaimed one of the truly great Americans of his age. Life magazine called him "a living symbol of small-town simplicity and kindliness and common sense." During his career White had managed to expand his circle of influence far beyond Emporia Kansas to include most of the nation. By the end of his life he had become a nationally acclaimed journalist and author of biographies, novels, and short stories. He was also widely known for his shrewd commentary on contemporary events in the national media. An influential Republican political leader, he founded the Progressive party and was a longtime advocate of social reform and individual rights. But what endeared him most to his contemporaries was that, in spite of national fame, he remained first and foremost a small-town newspaperman. First published posthumously in 1946, White's Autobiography was immediately hailed as a classic portrait, not simply of White himself, but of the men and women who transformed America from an agrarian society to a powerful industrial nation in the years before World War I. A bestselling Book-of-the-Month Club selection, the Autobiography was awarded the Pulitzer Prize in 1947. This new edition, edited to eliminate repetitions and digressions, features an introduction by Sally Foreman Griffith, author of a recent biography of White. Griffith explores the background of the Autobiography and illuminates its place in the development of the autobiographical genre.
COMPLETELY REVISED AND UPDATED From one of the world's preeminent experts on reading and dyslexia, the most comprehensive, up-to-date, and practical book available on identifying, understanding, and overcoming reading problems--now revised to reflect the latest research and evidence-based approaches. Dyslexia is the most common learning disorder on the planet, affecting about one in five individuals, regardless of age or gender. Now a world-renowned expert gives us a substantially updated and augmented edition of her classic work: drawing on an additional fifteen years of cutting-edge research, offering new information on all aspects of dyslexia and reading problems, and providing the tools that parents, teachers, and all dyslexic individuals need. This new edition also offers: • New material on the challenges faced by dyslexic individuals across all ages • Rich information on ongoing advances in digital technology that have dramatically increased dyslexics' ability to help themselves • New chapters on diagnosing dyslexia, choosing schools and colleges for dyslexic students, the co-implications of anxiety, ADHD, and dyslexia, and dyslexia in post-menopausal women • Extensively updated information on helping both dyslexic children and adults become better readers, with a detailed home program to enhance reading • Evidence-based universal screening for dyslexia as early as kindergarten and first grade – why and how • New information on how to identify dyslexia in all age ranges • Exercises to help children strengthen the brain areas that control reading • Ways to raise a child's self-esteem and reveal her strengths • Stories of successful men, women, and young adults who are dyslexic
In 1970 a concrete replica of the St John’s Cross arrived in Iona sitting incongruously on the deck of a puffer delivering the island’s annual supply of coal. What is the story behind this intriguing replica? How does it relate to the world’s first ringed ‘Celtic cross’, an artistic and technical masterpiece, which has been at the heart of the Iona experience since the eighth century? What does it tell us about the authenticity and value of replicas? In this fascinating book, Foster and Jones draw on extensive interdisciplinary research to reveal the composite biography of the St John’s Cross, its concrete replica, and its many other scale copies. They show that replicas can acquire rich forms of authenticity and value, informed by social relations, craft practices, creativity, place and materiality. Thus, the book challenges traditional precepts that seek authenticity in qualities intrinsic to original historic objects. Replicas are shown to be important objects in their own right, with their own creative, human histories — biographies that people can connect with. The story of the St John’s Cross celebrates how replicas can ‘work’ for us if we let them, particularly if clues are available about their makers’ passion, creativity and craft.
This book is written by anthropologists who are currently engaged in research on gender. The editors argue for the development of an ethnography-based feminism that both pays heed to what women in specific circumstances identify as their concerns and recognizes the contradictions inherent in the goals of feminist anthropology. The essays consider a range of "awkward" issues, including feminism in international contexts, the invisibility of women's working lives, and the problems of voice and ethnographic representation. Referring to a variety of ethnographic contexts, and working from diverse perspectives, the contributors examine the multiple dilemmas and conflicts of gender and power.
Christopher Gist is a great American hero who has often gone unnoticed. Recognized for giving colonists the first detailed description of the Ohio Country, Gist was a close friend of George Washington, whom he met through their affiliation with the Ohio Company. In 1753, the two went on an arduous trek through the western Pennsylvania wilderness in the dead of winter to deliver a message to the French commander on the upper Allegheny River. Gist had a profound impact on Washington and saved the future president's life on at least two occasions during their mission. Despite Gist's impressive achievements, historians have largely overlooked him. This book extensively details his remarkable accomplishments in frontier exploration and military service.
Bringing key developments and debates together in a single volume, this book provides an authoritative guide for students and practitioners embarking on qualitative research in social work and related fields. Frequently illustrated with contemporary and classic case examples from the authors’ own empirical research and from international published work, and with self-directed learning tasks, the book provides insight into the difficulties and complexities of carrying out research, as well as sharing ‘success’ stories from the field. Shaw and Holland have long experience of writing for practitioners and students and in making complex concepts accessible and readable, making this an ideal text for those engaging in qualitative social work research at any level. Ian Shaw is a Professor of Social Work at the University of York and at the University of Aalborg. Sally Holland is a Reader in Social Work at the School of Social Sciences in Cardiff University.
From one of the world's preeminent experts on reading and dyslexia, the most comprehensive, up-to-date, and practical book available on identifying, understanding, and overcoming reading problems--now revised to reflect the latest research and evidence-based approaches. Dyslexia is the most common learning disorder on the planet, affecting about one in five individuals, regardless of age or gender. Now a world-renowned expert gives us a substantially updated and augmented edition of her classic work: drawing on an additional fifteen years of cutting-edge research, offering new information on all aspects of dyslexia and reading problems, and providing the tools that parents, teachers, and all dyslexic individuals need. This new edition also offers: • New material on the challenges faced by dyslexic individuals across all ages • Rich information on ongoing advances in digital technology that have dramatically increased dyslexics' ability to help themselves • New chapters on diagnosing dyslexia, choosing schools and colleges for dyslexic students, the co-implications of anxiety, ADHD, and dyslexia, and dyslexia in post-menopausal women • Extensively updated information on helping both dyslexic children and adults become better readers, with a detailed home program to enhance reading • Evidence-based universal screening for dyslexia as early as kindergarten and first grade – why and how • New information on how to identify dyslexia in all age ranges • Exercises to help children strengthen the brain areas that control reading • Ways to raise a child's self-esteem and reveal her strengths • Stories of successful men, women, and young adults who are dyslexic
African studies in anthropology throw light on the way Anglo-Europeans and Americans have conceived of the rest of the world and the way academic disciplines have changed in this century.
In recent years, feminist scholars, through their insistence on the key role of gender in critical analysis, have brought about a profound revitalization of literary and cultural studies. This text draws together work by leading exponents in the field. The essays explore the operations of gender in the production of knowledge and the formation of cultural representations in a wide variety of contexts, from German romantic poetry to the literature of AIDS, from Victorian ethnography to tabloid constructions of race. All of the essays engage in problems of representation, intervening in current debates in critical theory.
The roots of most plants are colonized by symbiotic fungi to form mycorrhiza, which play a critical role in the capture of nutrients from the soil and therefore in plant nutrition. Mycorrhizal Symbiosis is recognized as the definitive work in this area. Since the last edition was published there have been major advances in the field, particularly in the area of molecular biology, and the new edition has been fully revised and updated to incorporate these exciting new developments. Over 50% new material Includes expanded color plate section Covers all aspects of mycorrhiza Presents new taxonomy Discusses the impact of proteomics and genomics on research in this area
Five 'sensation' novels are here presented complete and fully reset, along with scholarly annotation, a bibliography of 'sensation' fiction and articles contributing to contemporary debate.
Discover all the tools, techniques, and stitches you need to crochet beautiful and original items. With more than 100 clearly photographed crochet stitches and techniques, plus advice on how to read crochet patterns, this foolproof guide will help beginners get started and more experienced crocheters refresh their skills. 20 beautiful and contemporary projects show you how to crochet everything from granny squares and crochet flowers, to beanies and baby toys. Pick up your crochet hook and get creative with Crochet Step by Step. Whether you're a novice, an expert crocheter, or are just looking for a new at-home activity, this easy-to-understand book is perfect for crafters of all levels.
Introducing a New U.S. History Text That Takes Religion Seriously Unto a Good Land offers a distinctive narrative history of the American people -- from the first contacts between Europeans and North America's native inhabitants, through the creation of a modern nation, to the 2004 presidential election. Written by a team of highly regarded historians, this textbook shows how grasping the uniqueness of the "American experiment" depends on understanding not only social, cultural, political, and economic factors but also the role that religion has played in shaping U. S. history. While most United States history textbooks in recent decades have expanded their coverage of social and cultural history, they still tend to shortchange the role of religious ideas, practices, and movements in the American past. Unto a Good Land restores the balance by giving religion its appropriate place in the story. This readable and teachable text also features a full complement of maps, historical illustrations, and "In Their Own Words" sidebars with excerpts from primary source documents.
In the mid-17th century, the Iroquois Confederacy launched a war for control of the burgeoning fur trade industry. These conflicts, known as the Beaver Wars, were among the bloodiest in North American history, and the resulting defeat of the Erie nation led to present-day Ohio's becoming devoid of significant, permanent Indian inhabitants. Only in the first quarter of the 18th century did tribes begin to tentatively resettle the area. This book details the story of the Beaver Wars, the subsequent Indian migrations into present Ohio, the locations and descriptions of documented Indian trails and settlements, the Moravian Indian mission communities in Ohio, and the Indians' forlorn struggles to preserve an Ohio homeland, culminating in their expulsion by Andrew Jackson's Indian Removal Act in 1830.
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