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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2. The Sales Manager: The Force Behind the Sales Force
When a sale occurs, the sales manager is usually not in the room. Their job isn’t to close sales—it is to make sure the magic happens by working through and with salespeople. Even as the changing digital landscape reshapes selling, the success of the company depends on sales managers and the effectiveness of their people.
This chapter describes the spectrum of the sales manager’s responsibilities for customers, salespeople, and the business. Examples from the four companies whose sales roles we introduced in chapter 1 show how the manager at each one complements those roles. Then the chapter shares insights about the sales manager’s place within the broader organization and the connections ...
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