Sales Management That Works / Cespedes, Frank.
In this practical and research-based guide for sales managers, Harvard Business School professor Frank Cespedes offers essential strategies for thriving in an industry that never stops changing. The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sa...
Saved in:
| Online Access: |
Streaming Audio (via O'Reilly/Safari) |
|---|---|
| Main Author: | |
| Corporate Author: | |
| Other Authors: | |
| Format: | Electronic Audio |
| Language: | English |
| Published: |
Ascent Audio,
2021.
|
| Edition: | 1st edition. |
| Subjects: |
| Summary: | In this practical and research-based guide for sales managers, Harvard Business School professor Frank Cespedes offers essential strategies for thriving in an industry that never stops changing. The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment. In this book, Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: hire the right talent-not just stars; pay and properly incentivize your sales force; improve ROI from your training programs; create a comprehensive sales model that aligns with your strategy; set the right prices; and build and manage a multichannel approach. Chock-full of examples, research, guidelines, and diagnostics, Sales Management That Works is the book you need to build a great sales team, create an optimal strategy, and steer clear of hype and fads. |
|---|---|
| Physical Description: | 1 online resource (34656 pages) |
| ISBN: | 9781663712370 1663712379 |
| Source of Description, Etc. Note: | Source of description: Online resource; Title from title page (viewed March 2, 2021). |
| Issuing Body Note: | Made available through: Safari, an O'Reilly Media Company. |