ThinkSales

ANDRIS ZOLTNERS is a professor emeritus at Northwestern University’s Kellogg School of Management in Evanston, Illinois. He is also a co-founder of ZS Associates, a global business consulting firm headquartered in Evanston, and a co-author of The Pow

WELL MANAGED SALES FORCES create exceptional revenue growth and simultaneously destroy competitors within their market segments. They come out of nowhere; agile, trained, equipped and motivated. Is your sales organisation engineered to deal with such

“For twenty years, my research has shown that the view you adopt for yourself profoundly affects the way you lead your life. It can determine whether you become the person you want to be and whether you accomplish the things you value. Believing that

Nissan relaunched the Datsun brand and Uwin Iwin tailor-made an incentive programme to run over four months. The programme included various incentives and the return was better than expected, both on targets and objectives: » .March (launch month). N

• A sales manager’s ability to identify each team member’s particular development areas is a lengthy and time-consuming process, one that in reality often unfolds over months or even years. In the meantime, coaching and training interventions tend to

• Inconsistency in sales results and average or below-average sales performance • Sales activities not translating into higher levels of sales • Low levels of commitment or effectiveness requiring regular interventions by management Build a confident

• Sales management is no less important than other business disciplines in finance, operations or marketing and yet there is limited formalised tertiary education for sales or sales management • This results in uneven levels of skill and expertise ac

• Prospects who don’t understand your differentiation increasingly commoditise your offering • Not creating greater value exposes your organisation to lost opportunities • Customer churn increases the need to win more new business • Challenges in cap

• Orchestrating a complex network of decision-makers and influencers is difficult • The right people are not hearing or understanding the full potential of your value • Proposals get hung up in procurement, whose only concern is acquisition cost • Yo

DESIGNATION: .CEO, Super Group CAREER SUMMARY: Previously MD of SAB Diversified Beverages, that included SAB’s Supply Chain Services and Logistics interests. Was MD of Super Group’s Logistics and Transport division until June 2002, after which he jo