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

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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 no 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, sales expert and 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 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 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.


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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 no 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, sales expert and 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 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 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.

42 review for Sales Management That Works: How to Sell in a World That Never Stops Changing

  1. 4 out of 5

    Greg

    For the past several years alone, there have been several remarkable changes in the world of business. The digital revolution brought about by artificial intelligence, cloud computing, blockchain technology and many more practically reinvent the business models of many organizations. Due to this, we’ve seen some ways on how companies adapt particularly in its selling function. However, there are some who still rooted to the old selling paradigm. This book provides practical and comprehensive advic For the past several years alone, there have been several remarkable changes in the world of business. The digital revolution brought about by artificial intelligence, cloud computing, blockchain technology and many more practically reinvent the business models of many organizations. Due to this, we’ve seen some ways on how companies adapt particularly in its selling function. However, there are some who still rooted to the old selling paradigm. This book provides practical and comprehensive advice on how to establish sales management function that truly reflects the current dynamic of the business world. It has full of insights, examples, and illustrations that will help sales managers and executives understand the current challenges and effectively deal with them. This book will be a great contribution to the business literature of this time.

  2. 4 out of 5

    Darya

    This book is easy to read and very comprehensive on the promise of creating sales structure that delivers results. It drives you from the moment of hiring to the point of creating an efficient multi channel sales department. Plenty of examples and ideas to start deploying from day one. I'd recommend reading for startups and for big companies who are looking to improve sales structure. This book is easy to read and very comprehensive on the promise of creating sales structure that delivers results. It drives you from the moment of hiring to the point of creating an efficient multi channel sales department. Plenty of examples and ideas to start deploying from day one. I'd recommend reading for startups and for big companies who are looking to improve sales structure.

  3. 5 out of 5

    Sigita

  4. 5 out of 5

    Steve Bullington

  5. 4 out of 5

    Yan Liu

  6. 4 out of 5

    Elizabeth Hemphill-Burns

  7. 4 out of 5

    Andreas Drust

  8. 4 out of 5

    Sourabh Dhotre

  9. 5 out of 5

    Scott

  10. 5 out of 5

    Jack Young

  11. 5 out of 5

    Alexis

  12. 5 out of 5

    Jean Quaedvlieg

  13. 5 out of 5

    Łukasz Schab

  14. 4 out of 5

    Alicia Marquez

  15. 4 out of 5

    Frederick

  16. 5 out of 5

    Ameenah

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    Felicia Sinusas

  18. 5 out of 5

    Sander De

  19. 5 out of 5

    Priyanka Mittal

  20. 4 out of 5

    Rachel

  21. 5 out of 5

    YE

  22. 4 out of 5

    Shakirah

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    Aihoon Priscilla

  24. 5 out of 5

    Michael Mcmillin

  25. 5 out of 5

    Gael Thome

  26. 5 out of 5

    Şeyda

  27. 4 out of 5

    Кира Shet

  28. 4 out of 5

    Billur

  29. 5 out of 5

    Oliver

  30. 5 out of 5

    Juan Bailey

  31. 5 out of 5

    Sabrina Della Fazia

  32. 5 out of 5

    Luciano Lisiotti

  33. 4 out of 5

    Abbas Shirazi

  34. 5 out of 5

    Maicol

  35. 4 out of 5

    Eline Stap

  36. 4 out of 5

    Andreea Butincu

  37. 5 out of 5

    Lisa Kosdi

  38. 4 out of 5

    Alec

  39. 4 out of 5

    Ravi Warrier

  40. 4 out of 5

    Moses

  41. 4 out of 5

    Nada Hakeem

  42. 5 out of 5

    Sara Saihati

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