Name: Harvard Business Review Sales Management Handbook: How to Lead High-Performing Sales Teams
Brand: Harvard Business Review Press
SKU: 9781647826802
Price: 2026.0 INR
Availability: InStock

Harvard Business Review Sales Management Handbook: How to Lead High-Performing Sales Teams

by Prabhakant Sinha

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ISBN13: 9781647826802
Binding: Paperback
Subject: N/A
Publisher: Harvard Business Review Press
Publisher Imprint: Harvard Business Review Press
Publication Date: October 22, 2024
Pages: 352
Original Price: USD 29.99
Language: English
Edition: N/A
Item Weight: 499 grams
BISAC Subject(s): Sales & Selling / Management, Leadership, and Customer Relations

About The Book

Sales leadership essentials for an era of rapidly advancing digital technology.

Managing an effective sales organization is key to revenue generation, customer satisfaction, and business results. But whether you're a sales manager or leading a large sales force, it's increasingly challenging to balance success today with driving the digital sales transformation that will position your team for the future.

With actionable insights and examples from many industries worldwide, the HBR Sales Management Handbook provides the resources you need to build value for your company, your customers, and your sales teams. The book covers the fundamentals every sales manager needs to know and explores today's most challenging issues around digital: bringing value to informed and self-sufficient customers while managing the business; hiring, developing, and retaining the best talent; managing sales in the remote, multichannel world; using AI and analytics to support critical decisions; navigating change with continuous improvement; and building the next generation of sales information hubs.

Your job as a sales leader is vast and dynamic. This handbook is a collection of proven and forward-looking ideas to help you, your salespeople, and your 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.

About The Author

Prabhakant 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 the Indian School of Business. He has coauthored sales management books and dozens of articles for HBR.

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 coauthor of eight sales management books.

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