The Harvard Business Review Sales Management Handbook

Acknowledgments

Writing this book has been an enlightening journey, made possible by the contributions and support of many: our academic colleagues and students, our consulting clients, the talented staff at ZS, and the outstanding team at Harvard Business Review.

First and foremost, we owe the deepest gratitude to the late Professor Andy Zoltners, our colleague and the “Z” of ZS. Andy’s partnership in our numerous collaborative endeavors—consulting, growing a company from two employees to fourteen thousand, and writing articles and books—was both a privilege and a profound part of our professional journeys. Andy has left an indelible mark on the field of sales management. His legacy of excellence, mentorship, and innovation continues to ...