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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17. Boosting Talent Management with Digital
Companies launch new products and adapt their sales strategies, structures, and roles frequently. Accounting for turnover (both voluntary and involuntary), reassignments, and promotions, some sales forces find themselves having to replace as many as half of their salespeople every year. Hiring, onboarding, coaching, and training are constantly in high gear. Sales leaders are at the center of this frenzy, and digital tools can help. As the old, steady, and repeatable processes for managing talent give way to a more market-sensing and agile approach, digital is a key ingredient in boosting impact, speed, and efficiency.
Managing sales talent has many parallels to managing customers. You must find, ...
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