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

  • 9h 37m 37s
  • Frank V. Cespedes
  • Gildan Media
  • 2021

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 audiobook, 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 audiobook you need to build a great sales team, create an optimal strategy, and steer clear of hype and fads.

In this Audiobook

  • 1. Introduction: New Sales Realities
  • 2. Hiring
  • 3. Training and Development
  • 4. Performance Management and Coaching
  • 5. Constructing and Clarifying Sales Models
  • 6. Managing, Maintaining, and Reconstructing Sales Models
  • 7. Compensation and Incentives
  • 8. Pricing and Customer Value
  • 9. Testing and Linking Price with Your Sales Model and Selling Behaviors
  • 10. Building and Managing a Multichannel Approach
  • 11. Conclusion: What Senior Executives Should Know about Sales