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

by Frank V. Cespedes

Overview

Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales & Marketing category

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 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

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.

Product Details

ISBN-13:	9781633698765
Publisher:	Harvard Business Review Press
Publication date:	02/23/2021
Pages:	352
Sales rank:	1,073,992
Product dimensions:	6.10(w) x 9.30(h) x 1.50(d)

About the Author

Frank V. Cespedes is the MBA Class of 1973 Senior Lecturer of Business Administration at Harvard Business School. He has run a business, served on the boards of corporations as well as startups, and consulted to companies around the world. He is the author of six books, including Aligning Strategy and Sales, which was cited as "the best sales book of the year" by strategy+business. He has also published numerous articles in Harvard Business Review, the Wall Street Journal, MIT Sloan Management Review, California Management Review, and other prominent publications.

You can find Frank Cespedes at frankcespedes.com.

Editorial Reviews

Named to the Longlist for Porchlight's Best Business Book Award in the Marketing & Sales Category

Shortlisted for the Outstanding Works of Literature (OWL) Award in the Sales & Marketing Category

"The epitome no-nonsense book...comprised of fascinating examples, insightful research, and helpful diagnostics...a 'must read' for all business and sales managers." — Midwest Book Review

Advance Praise for Sales Management That Works:

"Frank Cespedes has developed an essential guide to help companies reconfigure their selling motions and create collaborative internal relationships to deal with changing buying habits. This is a must-read for sales and marketing leaders alike." — Tiffani Bova, Chief Growth Evangelist, Salesforce; author, Wall Street Journal bestseller Growth IQ

"Sales Management That Works is phenomenal. Packed with practical examples, compelling insights, and real-world takeaways, the book presents evidence-based strategies for navigating today's challenging marketplace. I highly recommend it!" — David Hoffeld, CEO, Hoffeld Group; bestselling author, The Science of Selling

"Sales Management That Works separates the signal from the noise and clearly explains how to be successful in today's world of perpetual change." — Julie Weissman Havsy, Market Insights and Analytics Leader, Philips North America

"Mastering the complexities of the omnichannel landscape requires more than just new software; it demands a thoughtful understanding of how channels and incentives come together to drive meaningful growth. Sales Management That Works provides precisely that explanation. Frank Cespedes presents an exceptional, case-backed framework that is destined to become an essential book for any leader looking to transform their sales operations." — Neil Hoyne, Chief Measurement Strategist, Google

"Frank Cespedes has done it again. Using his trademark pragmatism, developed over decades of teaching the world's top business leaders, he provides the tools needed to build essential strategies for sales excellence that all too often are suboptimized in today's companies. Sales Management That Works will help you drive enormous value." — Jay Galeota, former President and CEO, Inheris Biopharma; former Chief Strategy and Business Development Officer and President, Emerging Businesses, Merck

From the Publisher