Optimiser son organisation commerciale [Optimize your Sales Organization]

This book is devoted to designing and implementing change in the sales force. The key messages around which it is organized are not always revolutionary, e.g. recruit the right talent, establish a motivating compensation system, etc., but they are helpful in painting a picture of the stakes and key drivers involved. The author goes into great detail and provides very helpful recommendations and concrete tools, such as a checklist for analyzing sales force performance, tips on evaluating salespeople, etc. Another strong point of the book is the first section, which shows how to use a market analysis and a customer portfolio to define the right change objectives for the sales force.