The Power of Sales Analytics - Softcover

Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E.

Softcover

ISBN 10: 098534363X ISBN 13: 9780985343637

Publisher: ZS Assocaites, Inc., 2015

Synopsis

Written by more than 20 thought leaders from ZS Associates, Inc., The Power of Sales Analytics shares strategic insights, pragmatic advice, and illustrative case studies and approaches for using analytics to support sales force decisions and drive results. The authors describe how leading companies have successfully used 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. The book also has a blueprint for implementing critical analytic capabilities cost-effectively by assembling the right combination of internal and external resources.

About this title

About the Author

Andris A. Zoltners is a professor emeritus of marketing at Northwestern University s Kellogg School of Management and a cofounder of ZS Associates. 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. Prabhakant Sinha is a co-founder of ZS Associates 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. Sally E. Lorimer is a business writer. She is a co-author of numerous academic articles and books on sales force management. As a former principal at ZS Associates, she has helped clients in a range of industries implement strategies for improving sales effectiveness and performance. She has an MBA from Northwestern University s Kellogg School of Management and is also a graduate of the University of Michigan.

Edition details

• Publisher: ZS Assocaites, Inc.
• Publication date: 2015
• ISBN 10: 098534363X
• ISBN 13: 9780985343637
• Binding: Paperback
• Language: English
• Number of pages: 288