Overview

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.

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9781647826802

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Reviews

Advance Praise for The Harvard Business Review Sales Management Handbook: ""The book does an excellent job of showing how companies can align their marketing and sales functions to satisfy the evolving needs and behaviors of digital-savvy B2B buyers."" — Philip Kotler, S. C. Johnson & Son Distinguished Professor Emeritus of International Marketing, Kellogg School of Management, Northwestern University ""This insightful book serves as a guide for sales organizations to deliver a better customer experience and improve results. The first half lays a solid foundation in sales management fundamentals, while the second half expertly dives into how digital is changing the sales management landscape."" — Kate Rowbotham, Senior Vice President and Head of US Customer Engagement, Genentech ""A compelling guide for sales managers and VPs, this book seamlessly bridges the gap between strategy and execution in a digital world. It's packed with hundreds of practical ideas to improve performance and leverage analytics and AI."" — Scott White, Chief Operations Officer, NA Innovative Medicine, Johnson & Johnson

"Advance Praise for The Harvard Business Review Sales Management Handbook: ""The book does an excellent job of showing how companies can align their marketing and sales functions to satisfy the evolving needs and behaviors of digital-savvy B2B buyers."" — Philip Kotler, S. C. Johnson & Son Distinguished Professor Emeritus of International Marketing, Kellogg School of Management, Northwestern University ""This insightful book serves as a guide for sales organizations to deliver a better customer experience and improve results. The first half lays a solid foundation in sales management fundamentals, while the second half expertly dives into how digital is changing the sales management landscape."" — Kate Rowbotham, Senior Vice President and Head of US Customer Engagement, Genentech ""A compelling guide for sales managers and VPs, this book seamlessly bridges the gap between strategy and execution in a digital world. It's packed with hundreds of practical ideas to improve performance and leverage analytics and AI."" — Scott White, Chief Operations Officer, NA Innovative Medicine, Johnson & Johnson"

Author Information

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.

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