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Preface vii
Acknowledgments xi
Part 1 Sales Growth Challenges 1
Chapter 1 The Sales Growth Imperative 3
Chapter 2 How Sales Departments Function 11
Chapter 3 Sales Growth Drives Sales-Effectiveness Solutions 36
Chapter 4 Sales Growth Phases-How Others Participate 51
Part 2 Sales-Effectiveness Solutions 61
Chapter 5 Sales Leadership 63
Chapter 6 Opportunity Segments 81
Chapter 7 Coverage Design 99
Chapter 8 Customer Contact Continum 115
Chapter 9 Job Design and Organization Structure 133
Chapter 10 Resource Deployment 154
Chapter 11 Sales Talent and Management 178
Chapter 12 Productivity Metrics 202
Chapter 13 Performance Management and Compensation 219
Chapter 14 Sales Operations and Technologies 240
Part 3 Keeping the Sales Force Current 259
Chapter 15 Sales Force Transformation 261
Chapter 16 Annual Strategic Sales Plan 269
Index 287
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