Are You Paying Enough Attention to Your Sales Force?

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Mon, Apr 15, 2013

There's a question all top managers should ask: "How can I make my sales force, which is one of the biggest and most important investments my company makes, perform more effectively?"

There are several reasons that question is so important.


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Does Your Company Have the Right Number of Salespeople?

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Feb 27, 2013

For sales managers, this is not an easy question to answer. The number of salespeople affects profitability by impacting both revenues and costs. It's easy to estimate costs by looking at historical compensation, benefits, field support, and travel costs per salesperson. But it's much more difficult to predict revenues, as it requires understanding how complexities such as customer needs, the economy, and the effectiveness of your and your competitor's salespeople, influence a sales force's ability to generate sales.


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Want Success In Your Sales Org? Look to the Middle

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Thu, Jan 17, 2013

To build a great company, it's important to have strong executives leading the sales organization. But just as in the military, talented top officers can't make up for weakness in the ranks of frontline leaders, the mid-level managers who are vital in driving day-to-day sales performance. "In any sales force, you can get along without the vice president of sales, the regional sales directors, and the training manager," a sales leader once told us. "But you cannot get along without first-line sales managers."


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In Sales Management, the Waning Power of "Push" and "Pull"

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Dec 19, 2012

Salespeople generally have a great deal of autonomy in deciding which customers and products to focus on, how hard to work, and who to collaborate with. At the same time, sales leaders and managers try to affect the choices salespeople make using two predominant forms of influence—"push" and "pull".


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Improving Your Sales Force: Fine-tune or Transform?

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Tue, Nov 13, 2012

In the continuous hunt for profitable growth, silver bullets won't fix your sales force. The solutions to most sales force challenges are multi-dimensional. Especially when things are not going well (and sometimes even when they are), sales leaders need to know when evolutionary sales force improvements are enough to drive profitable growth, and when it's necessary to implement a wholesale sales force transformation.


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