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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4. Personalizing Talent Management
Some great salespeople are born, but all great sales forces are built through deliberate attention to talent management.
Section 2 of this book covers talent management essentials. This chapter provides a foundation by exploring the building blocks and how managers personalize their approach for each salesperson.
The building blocks of talent management
Imagine asking a salesperson, “Are you successful?” If they answer, “Of course I am, I’m making my numbers,” that seller is focusing on results. If you ask a manager the same question, you might get a similar answer. However, if you ask, “Why is your sales team consistently successful?” you are likely to get a different response, such as “I have a great ...
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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.