The Complete Guide to Accelerating Sales Force Performance

Acknowledgments

We have worked with many fine companies over the years. Without them, we would not have discovered much of the material in the book. Because of confidentiality, many of them must remain nameless, but our thanks go to those who are constantly trying to improve the productivity of their sales forces.

We would like to thank Northwestern's J. L. Kellogg Graduate School of Management for providing a fertile environment for ideas to flourish. Thanks go to our M.B.A. and executive students, whose lively classroom discussions kept our theoretical exuberance in check. The material in the book has benefited tremendously from its use with students in executive courses at the Allen Center of Kellogg. We are grateful to our colleagues at Northwestern ...