Interest in sales force effectiveness from the CEO office is rising, because the top sales jobs in the United States turn over about every 18 months. The primary cause of this short tenure is the inability of the sales leader to deliver on revenue results. Yet, improving sales force performance can be internally disruptive and externally visible to customers. This book helps CEOs, who are caught between uneasiness and the impatience for better sales performance, escape this unproductive bind.
