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Compensating the Sales Force

Compensating the Sales Force

Compensating the Sales Force has helped thousands of business leaders worldwide create sales compensation programs that drive sales performance, increase revenue, and trigger business growth. Now, this new edition brings you fully up to date with new approaches for a business landscape where product/solution objectives and customer needs are in constant in flux.

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Stop Kidding Yourself

Stop Kidding Yourself

In his new book, Stop Kidding Yourself, author Charles Forsgard reveals a fundamental flaw in many sales teams. Too many sales managers are forced to focus on the wrong things by their organizations, so much so that their primary role—actually leading and coaching their salespeople—takes a back seat.

Forsgard explains three essential elements to successful sales management: selecting true salespeople for your team, sending them to the right places to sell, and utilizing processes designed to actually help the salesperson be more effective.

Stop Kidding Yourself is a guide for sales managers who want to make a real difference for their salespeople. The book shows how to flip CRM software from being a burden for the salesperson to being an indispensable tool that they can’t live without—using predictive analytics to give them insights and focus that they never had before on the deals in their pipeline.

The techniques of Stop Kidding Yourself work for companies of all sizes and managers at any level of sales leadership who want their salespeople to be more proactive than reactive.

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Sales Manager Survival Guide

Sales Manager Survival Guide

The Indispensable Guide to the Toughest & Most Important Job in Sales!

Join David Brock as he guides you through every step of front line sales management, steering past the obstacles and keeping you clear of the pitfalls--all while giving you the tools you need to become the leader you are meant to be.

 

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Cracking The Sales Management Code

Cracking The Sales Management Code

Cracking the Sales Management Code is a groundbreaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the critical activities and metrics that drive business results. It is not a book on organizational leadership, nor is it a book on interpersonal coaching.  It is a book on how to effectively manage a sales force.

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2020 Sales Compensation Almanac

2020 Sales Compensation Almanac

Now in its 7th edition! The 2020 Sales Compensation Almanac provides the latest trends, resources and insights into sales compensation solutions. Sales compensation is an important management tool, yet needs constant attention. Excellent designs one year may give way to necessary updates and revisions the following year. Sales compensation stakeholders, including executive management, sales leaders, finance and HR professionals, are often looking for specific resources, survey findings and publications to address sales compensation design and administration challenges. The Sales Compensation Almanac provides the latest research and resources in this space.

Featured Sections: Sales Compensation Trends Survey, Sales Compensation Hot Topics Survey, Careers in Sales Compensation Survey, Sales Compensation Multiyear Trends, Reference Guide to Sales Compensation Surveys, Sales Compensation Automation Solutions Vendors, Sales Compensation Education Resources, Case Studies, Whitepapers, Articles Listing.

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Quotas!

Quotas!

Sales quotas aren't all about the numbers. Quotas! Using Design Thinking to Solve Your Biggest Sales Challenge sheds new light on quota challenges, the story behind them, and the methods to solve them. Many organizations struggle to reach effective, market-driven sales quotas, with more than half reporting quota setting as one of their top sales dilemmas. Instead of wrestling over the number, author Mark Donnolo contends that organizations can better achieve effective sales quotas by applying a problem-solving approach. With decades of experience working with major organizations on successful sales strategies, he offers engaging stories embedded with business problems and poses challenge questions to prompt a creative, five-step design-thinking process.
Chapters feature quota design frameworks and a range of applicable, scalable methods. You'll also find rare, expert guidance through the candid perspectives and advice of CEOs and other senior leaders. This book is a must-read for those who help set quotas as well as those who fulfill them.
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What Your CEO Needs to Know about Sales Compensation

What Your CEO Needs to Know about Sales Compensation

The way a company designs its sales compensation program has a greater impact on behavior and results than any sales training, sales management method, or leadership message. Yet most senior executives fail to see the big picture, leading to fundamental misalignments between sales strategy and organizational goals.

Featuring insightful interviews with Fortune 1000 C-level executives and real lessons from the field, this essential book reveals the tough questions leaders should be asking about how sales incentives drive the business. It provides valuable thought models and a Revenue Roadmap identifying the four major competency areas and 16 related disciplines that must connect for an organization to grow profitably. Last but not least, readers will find an interactive report card they can use to grade their own compensation plans.

Sales compensation powers the performance of the entire business. What Your CEO Needs to Know about Sales Compensation casts a spotlight on how leaders at all levels can leverage the strategic power of incentives to reach the ultimate goals of their organization.

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The Future of Sales Compensation

The Future of Sales Compensation

Written by two of the world's leading sales compensation experts, ZS Principals Chad Albrecht and Steve Marley, The Future of Sales Compensation unveils forward-looking insights about what best-in-class sales incentives programs might look like in the years ahead. Each chapter contains new frameworks, new stories, and new ways to think about sales comp.

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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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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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Insight Selling

Insight Selling

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?

Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.

Not only do sales winners sell differently, they sell radically differently, than the second-place finishers.

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