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| Revolution in Sales Management | |
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| Introduction | |
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| Evolution and Revolution in the Sales Environment | |
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| An Alternative Concept of the Sales Force | |
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| Getting There: The TSE BREAK Process | |
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| Where We Are Going: Overview of the Chapters Ahead | |
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| References and Suggested Readings | |
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| Developing an Entrepreneurial Sales Organization | |
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| Introduction | |
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| Entrepreneurship as Competitive Advantage | |
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| Understanding Entrepreneurship in Established Companies | |
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| The Sales Function as Home for Entrepreneurship | |
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| Fostering Entrepreneurship in Sales: Changing the Mindset | |
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| Fostering Entrepreneurship in Sales: Changing the Work Environment | |
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| The Sales Territory as an Entrepreneurial Venture | |
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| Case Examples of Entrepreneurship in Sales | |
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| Challenges Posed by Entrepreneurship in Sales | |
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| Conclusions and BREAKthrough Directions | |
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| References and Suggested Readings | |
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| Achieving Peak Sales Organization Performance | |
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| Introduction | |
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| The Transition to Field Sales Management | |
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| The Field Sales Management Job | |
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| Improving Field Sales Management Skills | |
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| Improving the Organization | |
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| Corporate Insights | |
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| Conclusions and BREAKthrough Directions | |
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| References and Suggested Readings | |
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| Developing Customer Relationship Strategies | |
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| Introduction | |
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| Building a Market-Oriented Organizational Culture to Support Strategic Customers | |
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| Conclusions and BREAKthrough Directions | |
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| References and Suggested Readings | |
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| Leveraging Strategic Account Strategies | |
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| Introduction | |
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| Strategic Accounts Defined | |
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| Determining Key and Strategic Accounts | |
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| Determining Strategic Partnering Accounts | |
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| Developing the Strategic Partnership Perspective | |
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| The Role of the Direct Sales Force in Managing Strategic Accounts | |
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| The Role of Technology in Managing Strategic Accounts and Partnerships | |
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| Utilizing Customer Lifetime Value, Customer Relationship Management, and Strategic Account Planning | |
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| Calculating Customer Lifetime Value | |
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| Conclusions and BREAKthrough Directions | |
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| References and Suggested Readings | |
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| Designing Strategic Sales Compensation Systems | |
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| Introduction | |
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| Strategic Sales Compensation Systems: A Foundation | |
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| Designing and Implementing Sales Compensation Plans | |
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| Sales Contests | |
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| Team Compensation | |
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| Conclusions and BREAKthrough Directions | |
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| References and Suggested Readings | |
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| Getting and Keeping the Best Sales Talent | |
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| Introduction | |
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| Defining "The Best Sales Talent" | |
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| Identifying the Best Sales Talent: Three Stages | |
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| Developing the Recruiting Tool Kit | |
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| Selecting the Best Sales Talent | |
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| Developing and Keeping the Best Sales Talent | |
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| Conclusions and BREAKthrough Directions | |
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| References and Suggested Readings | |
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| Encouraging Sales Organization Teamwork | |
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| Introduction | |
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| The Importance of Different Types of Teamwork | |
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| Social Capital and Teamwork | |
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| Sales Organization Teamwork Processes | |
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| Conclusions and BREAKthrough Directions | |
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| References and Suggested Readings | |
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| Conclusion | |
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| Back to the BREAK Process | |
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| About the Authors | |
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| Index | |
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| About Texere and Type | |