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The Power of Sales Analytics Paperback – March 19, 2015
Purchase options and add-ons
- Print length288 pages
- LanguageEnglish
- Publication dateMarch 19, 2015
- Dimensions6 x 0.65 x 9 inches
- ISBN-109780985343637
- ISBN-13978-0985343637
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Editorial Reviews
Review
As many national sporting teams have overhauled internal decision-making strategies, so too has ZS Associates taken a Moneyball approach to analyzing the sales process in The Power of Sales Analytics. Through data-driven analysis, this book s decision frameworks minimize bias and enhance decision quality, shifting away from emotionally driven decisions toward thoughtful and informed decisions, with an emphasis on results. --Justin Ford, Manager, Sales Compensation, CareerBuilder.com
The Power of Sales Analytics demonstrates the tremendous value that a more scientific, data-based approach brings to sales force decision making. It shows how analytics can enable sales leadership with insight, to improve sales coverage, account assignments, incentive plan design, sales forecasting, goal setting, and more. In addition, it shows what s needed to build this business-critical capability. --Mark Sergot, Senior Vice President, Global Sales Organization, Fairmont Raffles Hotels International
This book explores how companies can truly leverage sales analytics for maximum effectiveness, in part, by bringing together the right combination of company and outsourced resources. --Rick Keefer, President and CEO, Publicis Touchpoint Solutions, Inc.
The Power of Sales Analytics shows you how to use analytics to support the fundamental sales force decisions that drive sales effectiveness from formulating the best sales strategies to hiring the right talent and managing sales performance. --German Carmona Alvarez, Vice President, Aggregates, CEMEX
The most critical step in building an incentive compensation plan that is fair and drives the right behaviors is investing time on the front end. The Power of Sales Analytics discusses how the proper analytics and clear direction on the business objectives can help ensure your results match the intended objectives. --Sharon Crall, Compensation Manager, Cintas Corporation
When it comes to sales analytics, too often companies wait for a perfect solution that never comes. This book demonstrates how by starting with some basics and evolving capabilities over time, any sales force can use analytics to create insights that produce real results. --Chris Ahearn, Senior Adviser, TPG Capital
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.
Product details
- ASIN : 098534363X
- Publisher : ZS Assocaites, Inc.; First Edition (March 19, 2015)
- Language : English
- Paperback : 288 pages
- ISBN-10 : 9780985343637
- ISBN-13 : 978-0985343637
- Item Weight : 1.5 pounds
- Dimensions : 6 x 0.65 x 9 inches
- Best Sellers Rank: #3,183,083 in Books (See Top 100 in Books)
- #1,255 in Business Statistics
- Customer Reviews:
About the authors
Prabhakant (Prabha K.) Sinha is a co-founder of ZS Associates. He has helped firms all over the world with improving sales force strategy and effectiveness. Sinha is a former faculty member at Northwestern University's Kellogg School of Management. He continues to teach sales executives at the Indian School of Business and the Gordon Institute of Business Science in South Africa. He is also the 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 and a co-author of numerous academic articles and books on sales force management. As a former ZS principal, she helped clients 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.
Andris (Andy) Zoltners is Founder and Co-Chairman of ZS Associates, and a Frederic Esser Nemmers Distinguished Professor Emeritus of Marketing at the Kellogg School of Management at Northwestern University, where he had been a faculty member for more than 30 years. In 1983, Andy and former Kellogg colleague, Prabhakant Sinha, founded ZS Associates, a global leader in sales and marketing consulting, outsourcing, software and technology.
Andy’s areas of expertise are sales force strategy; sales force effectiveness; sales force size, structure and deployment; and sales force compensation. He has assisted over 250 companies in over 20 countries and across a wide range of industries including healthcare, technology, transportation, and financial services. Andy has spoken at numerous conferences, has taught sales force topics to several thousand Executive, M.B.A. and Ph.D. students, and continues to teach executives at the Kellogg School of Management. He has published more than 40 academic articles, edited two books on Marketing Models, and has co-authored a series of books on sales force management.
Sales force management books co-authored by Andy include:
- “Building a Winning Sales Management Team: The Force Behind the Sales Force” (2012)
- “Building A Winning Sales Force” (2009)
- “The Complete Guide to Sales Force Incentive Compensation - How to Design and Implement Plans That Work” (2006)
- “Sales Force Design for Strategic Advantage” (2004)
- “The Complete Guide to Accelerating Sales Force Performance” (2001)
Prior to joining the faculty at Kellogg, Andy was a member of the Business School Faculty at the University of Massachusetts. He received his Ph.D. from Carnegie-Mellon University.
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