"This book is an absolute gem, easily the best book on the topic that I have ever read. The chapters on the "hard" aspects of sales management - Sales Force Size, Structure, Territory Design and Compensation - are break-through advances in the field. The icing on the cake is that even the so-called "soft" aspects of sales management - such as Recruitment, Training and Motivation - are all addressed in a lucid and analytical manner."

- Professor Kash Rangan
Harvard Business School

"This book presents a fresh and holistic view of how to optimize a sales force and keep it on track in these highly dynamic times. Melding the art and science of sales force management, it is an eloquent articulation of the keys to optimizing and energizing a critical corporate resource."

- Marilyn Murphy
Manager of Sales Operations, Global Midmarket and Business Partners
IBM

"An essential read for anyone responsible for sales force productivity - this book is a very detailed and experience-driven tool for accelerating sales force performance."

- Dudley Schleier
President, Asia
Pfizer Pharmaceuticals Group

"A checklist for sound thinking, this book should be found in the bookcase of anyone who wants to make a mark on sales forces in the 21st Century. This book is a must-read, with in-depth analysis and insights any first-class sales force leader will consider essential."

- Anthony F. DiCio
Director of Advertising Finance and Administration
The New York Times

"This is a book that I will certainly use over and over. The authors capture the true picture of today's sales force and offer a uniquely effective blend of analytical assessments delivered with common sense solutions. The chapters on Training and First Line Sales Managers are 'four-square' on the mark - addressing the importance of bringing the right training to the right people at the right time."

- William H. Waters
Global Manager for Sales Force Effectiveness
International Paper