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One of the aspects dealt with least in Marketing manuals is the sales force. In the majority of reference books, the curriculum focuses on aspects of a global strategy, more related to the brand, the image, or the product than how to achieve results effectively. The importance of the sales force in goal attainment, although it is vital, is usually left aside.
To make up for the lack of depth other texts suffer from, you can fortunately count on a book that deals with optimization and management of the sales force, with rigor, depth, and practical examples. "The Complete Guide to Accelerating Sales Force Performance" opens up an entire frame of analysis dealing with this question, and it accurately describes what the basic factors are to be able to implement an effective sales strategy aimed at the market.
The book does not leave out any of the most important aspects that affect sales force organization: from business culture to commercial zone design, without leaving out the selection and hiring of personnel, their training, compensation strategies or performance management.
One of the aspects that stands out most is the constant allusion to practical examples and case studies that allow a clearer illustration of the sales force management aspects dealt with throughout the text, offering at the same time practical, applicable ideas to all types of vertical sectors.
Behind “The Complete Guide to Accelerating Sales Force Performance” are three experts on this issue, Professor Andris Zoltners, of the J. L. Kellogg Graduate School of Management at Northwestern
University, Professor Prabhakant Sinha, and Greggor Zoltners, financial and marketing consultant.