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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7. Managing Performance to Drive Results
Successful sales managers tailor their performance management approach to each salesperson. People have varied strengths, weaknesses, and preferences, and each person operates in a specific customer and market environment. Recognizing and understanding these differences will help you manage and motivate your salespeople while supporting them in taking accountability for their success.
In this chapter we discuss the following topics:
- How to implement an approach to performance management that links inputs (salespeople and their activities and behaviors) to desired outcomes for customers and your company
- How to customize your approach to managing each salesperson, based on their current performance ...
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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.