Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales & Marketing category, this smart, practical, and research-based guide by Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing.
The rise of e-commerce, Big Data, and AI indicates that sales is evolving. However, much of the current conventional wisdom is misleading and not backed by empirical data. If a manager fails to distinguish fact from hype, decisions may be based on faulty assumptions, leading to a competitive disadvantage.
In this straightforward book, Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise, including how to:
- Hire and deploy the right talent
- Pay and incentivize your sales force
- Improve ROI from your training programs
- Create a comprehensive sales model
- Set and test the right prices
- Build and manage a multichannel approach
Full of fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and avoid hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving sales is a social as well as an economic responsibility of business.
Pages: 352, Year of Publication: 0223, Dimensions: 15.5x15.5cm
