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Prabhakant Sinha

Prabhakant Sinha is a co-founder of ZS and a former Kellogg faculty member, who continues to teach sales executives at the Indian School of Business and the Gordon Institute of Business Science in South Africa. He has helped over 200 firms improve sales force strategy and effectiveness. He is co-author of many academic articles and a series of books on sales force management. He received his PhD from the University of Massachusetts and graduated from the Indian Institute of Technology, Kharagpur.

The Complete Guide to Sales Force Compensation

The Complete Guide to Sales Force Compensation

The third book in the sales force series from ZS Associates shows organizations how to motivate their sales force, drive results and increase their bottom line. A well-designed and implemented incentive program is a powerful tool for building a motivated, highly effective sales force that delivers outstanding results. Yet incentive programs are notoriously complicated instruments: often too stingy to motivate, too quick to reward mediocre results, too complicated to understand, or too difficult to implement.

 

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The Power of Sales Analytics

The Power of Sales Analytics

“‘The Power of Sales Analytics’ is no ordinary sales book. It represents the culmination of many years of intense and thoughtful effort by many talented people…It is a survey of the cutting edge of sales analytics and the state-of-the-art in sophisticated sales management.” —Neil Rackham, Author of Spin Selling

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