The power of sales analytics
By: [edited by] Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Publisher: ZS Associates, Inc.; ZS Assocaites, Inc.
Published: 2014
Place of publication: Evanston, Illinois
Language: eng
Number of pages: 279
ISBN-13: 9780985343637
Subjects: Sales management; Selling; Strategic planning
Other titles: Sales analytics
Notes: Includes index.
Table of contents: title: Enhancing sales force effectiveness through analytics and decision frameworks / Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer; title: Measuring customer potential / Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer; title: Enhancing the sales process / Scott Sims; title: Sizing and structuring the sales force / Ty Curry and Pete Masloski; title: Designing sales territories / Sandra Forero and Jason Brown; title: Shaping the people in the sales force / Tobi Laczkowski; title: Compensating the sales force and paying for performance / Chad Albrecht; title: Setting motivating sales force goals / Stephen Redden; title: Managing sales force performance / Mahmood Majeed, Kelly Tousi, Josh Rosen and Pranav Srivastava; title: Implementing sales analytics capabilities / Scott Shimamoto, Doug Oettinger and Jude Konzelmann; title: Delivering sales analytics through outsourcing and offshoring / Dharmendra Sahay and Ram Moorthy; title: Aligning sales and information technology / Dharmendra Sahay and Faisal Zaidi; title: Implementing sales analytics when launching a new sales force / Jeff Gold.