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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3. Driving Salespeople’s Success with Customers
At every level of a company, from frontline employees to top leadership, the goal is to get customers to buy, and sales managers are pivotal in this quest. Managers are entrusted to work through and with salespeople to grow streams of mutual value for customers and the company.
In this chapter, we explore a manager’s role in building and nurturing customer relationships by:
- Assisting with sales planning
- Working alongside salespeople to execute sales sprints that are responsive to the market
- Enabling the sharing of customer insights and learnings across their teams
- Facilitating transitions in customer relationships
This is a balancing act for a manager—empowering salespeople while directing ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
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.