Sales forces have many moving pieces, and sales executives and managers face tremendous complexity as they seek to drive profitable revenue growth in today’s challenging B2B selling environment. In this book, global sales management thought leaders Andy Zoltners, Prabha Sinha, and Sally Lorimer share actionable ideas for enhancing the power of any sales force. By organizing insights from blogs around a proven sales force system framework the authors created, the book can help sales leaders: • Find hidden opportunities for sales growth • Size and structure their sales teams to meet changing customer needs • Hire and retain the best sales and managerial talent • Motivate and direct sales activity to align with strategic priorities • Use data and analytics to create insights for driving sales performance • Lead sales forces to succeed in today’s digital world • And much more! This book collects the practical wisdom that Zoltners, Sinha, and Lorimer have been delivering to readers of Harvard Business Review for many years. Together, they offer a set of powerful strategies that can guide companies to find smarter ways to sell. -- Dan McGinn, Senior Editor, Harvard Business Publishing For years I ve been enthusiastically recommending the important and groundbreaking full-length books by Zoltners, Sinha, and Lorimer. Now you can get their valuable insights in a blog-length format, so topics are focused, timely, and a quick read. In terms of value per reading minute, you can t beat this. -- Neil Rackham, Author of SPIN Selling Over the last 30 years, ZS has helped hundreds of organizations and created a body of published work that is essential reading for serious sales managers. I d recommend this eminently readable collection of actionable ideas to any sales leader or manager in search of enlightenment. -- Robert J. Kelly, Founder and Chairman, Sales Management Association Andris A. Zoltners is a professor emeritus of marketing at Northwestern University's Kellogg School of Management and a co-founder of ZS Associates. He has personally consulted for companies all over the world, helping them develop and implement sales strategies that drive results. He has spoken at numerous conferences and has taught sales force topics to thousands of executive, MBA, and PhD students. He received his PhD from Carnegie Mellon University. Prabha K. Sinha is a co-founder of ZS Associates and 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 has helped firms all over the globe with improving sales force strategy and effectiveness. 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. 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.