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Harvard Business Review Sales Management Handbook
How to Lead High-Performing Sales Teams
Series: HBR Handbooks
Brief Description
Sales leadership essentials for an era of rapidly advancing digital technology. Effective sales management and running an effective sales organisation is the key to revenue generation, customer satisfaction, and business results. Whether you are a sales manager or a sales executive, your role is complex, and...
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Harvard Business Review Sales Management Handbook
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Description
Sales leadership essentials for an era of rapidly advancing digital technology.
Effective sales management and running an effective sales organisation is the key to revenue generation, customer satisfaction, and business results. Whether you are a sales manager or a sales executive, your role is complex, and it is increasingly challenging to balance today's demands with leading the digital sales transformation that will position your team for future success.
In the HBR Sales Management Handbook, Prabhakant Sinha, Arun Shastri, and Sally Lorimer provide the resources you need to build value for your company, your customers, and your sales teams. The book lays out hundreds of actionable ideas to manage your sales force better and drive digital success in your sales organisation.
With case studies from many industries worldwide, this comprehensive guide explores the fundamentals every sales manager needs to know, complete through today's most challenging issues around digital:
- Bringing value to customers while managing the business
- Hiring, onboarding, and retaining the best sales talent
- Managing sales in the remote, multichannel world
- Using AI and analytics to make crucial decisions
- Building the next generation of sales information hubs
- Navigating sales force change with continuous improvement
Your job is vast and dynamic. The HBR Sales Management Handbook is a collection of comprehensive and forward-looking ideas to help you win by helping your salespeople and customers win.
HBR Handbooks provide ambitious professionals with the frameworks, advice, and tools they need to excel in their careers. With step-by-step guidance, time-honed best practices, and real-life stories, each comprehensive volume helps you to stand out from the pack whatever your role.
Series: HBR Handbooks
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Harvard Business Review Sales Management Handbook
Sales leadership essentials for an era of rapidly advancing digital technology. Effective sales management and running an effective sales organisation is the key to revenue generation, customer satisfaction, and business results. Whether you are a sales manager or a sales executive, your role is complex, and it is increasingly challenging to balance today's demands with leading the digital sales transformation...Paperback$6499Unit price /UnavailableIn StockShips tomorrow -
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Harvard Business Review Manager's Handbook
The one primer you need to develop your managerial and leadership skills. Whether you're a new manager or looking to have more influence in your current management role, the challenges you face come in all shapes and sizes—a direct report's anxious questions, your boss's last-minute assignment of an important presentation, or a blank business case staring you in the face....Paperback$6499Unit price /UnavailableAvailableShips in 4-6 weeks -
Harvard Business Review Project Management Handbook
The one primer you need to launch, lead, and sponsor successful projects. We're now living in the project economy. The number of projects initiated in all sectors has skyrocketed, and project management skills have become essential for every leader and manager. Still, project failure rates remain extremely high. Why? Leaders oversee too many projects and have too little visibility into...Paperback$4999Unit price /UnavailableAvailableShips in 4-6 weeks -
Harvard Business Review Manager's Handbook
The one primer you need to develop your managerial and leadership skills. Whether you're a new manager or looking to have more influence in your current management role, the challenges you face come in all shapes and sizes— a direct report's anxious questions, your boss's last-minute assignment of an important presentation, or a blank business case staring you in the...Hardback$11000Unit price /UnavailableAvailableShips in 4-6 weeks
Book Details
INFORMATION
ISBN: 9781647826802
Publisher: Harvard Business Review Press
Format: Paperback / softback
Date Published: 22 October 2024
Country: United States
Imprint: Harvard Business Review Press
Illustration: Illustrations
Audience: General / adult, Professional and scholarly
DIMENSIONS
Width: 155.0mm
Height: 234.0mm
Weight: 250g
Pages: 368
Collections
Arun Shastri
Best Sellers at Book Hero
Business & Entrepreneurship
Business Leadership & Management
Company Culture & Human Resources
Computing & Technology
Customer Service & Experience
Education & Reference
In Stock Books
Marketing & Sales
Non-Fiction
Prabhakant Sinha
Sally E. Lorimer
Series: HBR Handbooks
About the Author
Prabhakant (Prabha) Sinha cofounded ZS in 1983 and has consulted on sales effectiveness globally. He taught at Northwestern's Kellogg School of Management and also led executive education programs at London Business School and Indian School of Business. He has coauthored sales management books and dozens of articles for Harvard Business Review.
Arun Shastri, a ZS Principal, helps clients transform their digital capabilities. He writes on AI for Forbes, cohosts the Reinventing Customer Experience podcast, contributes to HBR, and teaches sales executives at Kellogg.
Sally Lorimer, a ZS Principal, frequently contributes to HBR, and is the co-author of eight sales management books.
Also by Prabhakant Sinha
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