Harvard Business Review Sales Management Handbook

Regular price €28.50
A01=Arun Shastri
A01=Prabhakant Sinha
A01=Sally E. Lorimer
Age Group_Uncategorized
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agile
AI
analytics
Author_Arun Shastri
Author_Prabhakant Sinha
Author_Sally E. Lorimer
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Category1=Non-Fiction
Category=KJMB
Category=KJMV7
Category=KJSU
Category=UFL
change
change management
continuous improvement
COP=United States
CRM
customers
data
Delivery_Pre-order
digital customer hub
eq_business-finance-law
eq_computing
eq_isMigrated=2
eq_new_release
eq_non-fiction
field sales
inside sales
Language_English
managing people
marketing
multichannel marketing
negotiation
PA=Available
Price_€20 to €50
pricing
PS=Forthcoming
recurring revenue
retention
revenue generation
SaaS
sales
sales goals
sales growth
sales incentives
sales leadership
sales management
sales managers
sales process
sales tech
salespeople
softlaunch
talent
talent management
technology
turnover

Product details

  • ISBN 9781647826802
  • Dimensions: 155 x 234mm
  • Publication Date: 22 Oct 2024
  • Publisher: Harvard Business Review Press
  • Publication City/Country: US
  • Product Form: Paperback
  • Language: English
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Sales leadership essentials for an era of rapidly advancing digital technology.

Managing an effective sales organization is key to revenue generation, customer satisfaction, and business results. But whether you're a sales manager or leading a large sales force, it's increasingly challenging to balance success today with driving the digital sales transformation that will position your team for the future.

With actionable insights and examples from many industries worldwide, the HBR Sales Management Handbook provides the resources you need to build value for your company, your customers, and your sales teams. The book covers the fundamentals every sales manager needs to know and explores today's most challenging issues around digital: bringing value to informed and self-sufficient customers while managing the business; hiring, developing, and retaining the best talent; managing sales in the remote, multichannel world; using AI and analytics to support critical decisions; navigating change with continuous improvement; and building the next generation of sales information hubs.

Your job as a sales leader is vast and dynamic. This handbook is a collection of proven and forward-looking ideas to help you, your salespeople, and your customers win.

HBR Handbooks provide ambitious professionals with the frameworks, advice, and tools they need to excel in their careers. With step-by-step guidance, time-honed best practices, and real-life stories, each comprehensive volume helps you to stand out from the pack—whatever your role.

Prabhakant Sinha cofounded ZS in 1983 and has consulted on sales effectiveness globally. He taught at Northwestern's Kellogg School of Management and also led executive education programs at London Business School and the Indian School of Business. He has coauthored sales management books and dozens of articles for HBR.

Arun Shastri, a ZS Principal, helps clients transform their digital capabilities. He writes on AI for Forbes, cohosts the Reinventing Customer Experience podcast, contributes to HBR, and teaches sales executives at Kellogg.

Sally Lorimer, a ZS Principal, frequently contributes to HBR and is the coauthor of eight sales management books.