Improving Sales Force Efficiencies:

taking an innovative approach to growth

Reviewed by THE NEW YORK TIMES best selling author, Ellen Tanner-Marsh

"What makes a business successful? In her smart and illuminating new book, talented author and business advisor Adele Crane suggests that it starts with having the right sales force and sales culture. A business advisor who focuses on sales, marketing and personnel, Crane has helped companies defy marketing trends and changing economies to achieve great triumphs in the marketplace.

Improving Sales Force Efficiencies summarizes all the key points anyone needs to know to deliver sustainable, profitable growth in the years ahead. In clear, easy-to-follow prose, Crane gives directives on how to maximize an existing customer base and transform a sales force for the betterment of the business. The book is virtually power-packed with examples of corporate successes, and Crane uses these anecdotes to point out how sales can be systemized and regulated and why it behooves businesses to have the best possible managers. Because customers have changed the game, Crane asserts, salespeople now need to pay better attention to customer desires and needs. Crane describes how and why salespeople must be trained and treated as a brand in the competitive market and advises what to look for in a sales manager and why.

Perhaps most significantly, Crane’s book argues for a new and more effective sales culture. For business growth to be effective, Crane says, there must be a solid foundation as well as a willingness to challenge everything that is practiced in business today. This is a wise and useful book that truly ensures your working life will never be “business as usual.”