Sales Management That Works: How to Sell in a World that Never Stops Changing

Description

In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world 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 no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: Hire and deploy the right talentPay and incentivize your sales forceImprove ROI from your training programsCreate a comprehensive sales modelSet and test the right pricesBuild and manage a multichannel approach Brimming with 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 steer clear of 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 selling is a social as well as an economic responsibility of business. Contents Ch 1: Introduction Part One: People Ch 2: Hiring Ch 3: Training and Development Ch 4: Performance Management and Coaching Part Two: Process Ch 5: Constructing and Clarifying Sales Models Ch 6: Managing, Maintaining, and Reconstructing Sales Models Ch 7: Compensation and Incentives Part Three: Pricing and Partners Ch 8: Pricing and Customer Value Ch 9: Testing and Linking Price with Your Sales Model and Selling Behaviors Ch 10: Building and Managing a Multichannel Approach Ch 11: Conclusion Notes Index Acknowledgments About the Author