October 2024
Beginner
368 pages
7h 53m
English
book
The Harvard Business Review Sales Management Handbook
by Prabhakant Sinha, Arun Shastri, Sally E. Lorimer
Content preview from The Harvard Business Review Sales Management Handbook
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10. Leveraging the Growing Power of Digital in Sales Management
Gone are the days when sales management was primarily about hiring charismatic people, training them, pointing them toward customers, and paying them for results. Sales leaders now leverage a blend of digitally derived insights and their own judgment and experience when making decisions. Moreover, in a world of elevated customer expectations, along with an explosion of data, technology, and analytics, sales success requires combining the strength of personal connection with the power of digital.
We use the term “digital” to mean the use of technology, data, and analytics to design and support business processes and decisions. The earliest use of digital in sales was about keeping ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.