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

by Frank V. Cespedes Narrated by Christopher Grove

Overview

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.

Editorial Reviews

From the Publisher

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

Product Details

BN ID:	2940177622088
Publisher:	Ascent Audio
Publication date:	03/02/2021
Edition description:	Unabridged

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