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

作者：Frank V. Cespedes

书名：Sales Management That Works: How to Sell in a World That Never Stops Changing《有效的销售管理：如何在不断变化的世界中销售》

简介：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, sales expert and professor Frank 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
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.