fbpx

The Power of Sales Analytics

The Power of Sales Analytics

Sales Strategy Leaders at ZS Associates Unveil The Power of Sales Analytics in New Crowd-Sourced Book

“‘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

Order Now!
About the Book

Written by more than 20 business thought leaders from ZS Associates, The Power of Sales Analytics shows sales and sales analytics/operations leaders how to use analytics, data, and technology to help salespeople, sales managers, and leaders improve fundamental sales force decisions and processes.

The book includes:

  • Innovative approaches for using analytics to improve key sales force effectiveness drivers such as customer targeting, sales process design, sales force size and structure, territory design, talent management, incentive compensation, goal setting, and performance management.
  • Advice for creating and constantly improving the organizational capabilities needed to put analytics to work in supporting sales force needs, diagnosing sales force problems and opportunities, and designing key sales force effectiveness drivers.
  • A blueprint for prioritizing sales force analytic needs and implementing critical capabilities cost-effectively by assembling the right combination of internal and external resources, including both onshore and offshore resources.
Details
Authors: ,
Genre: Sales Planning & Analysis
Tags: Business Intelligence, Recommended Books, Reporting
Publisher: ZS Associates, Inc.
Publication Year: 2015
ASIN: 098534363X
ISBN: 9780985343637
Endorsements
"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."
Order Now
Buy from Amazon
About the Author
Andris A. Zoltners

Andris A. Zoltners is a professor emeritus of marketing at Northwestern University’s Kellogg School of Management and a cofounder of ZS. He has personally consulted for more than 200 companies in over 20 countries. He has spoken at numerous conferences and has taught sales force topics to thousands of Executive, MBA and PhD students. He is co-author of numerous academic articles and a series of books on sales force management. He received his PhD from Carnegie-Mellon University.

Disclosure of Material Connection: Some of the links in the page above are "affiliate links." This means if you click on the link and purchase the item, I will receive an affiliate commission. I am disclosing this in accordance with the Federal Trade Commission's 16 CFR, Part 255: "Guides Concerning the Use of Endorsements and Testimonials in Advertising."