The Harvard Business Review Sales Management Handbook

Conclusion

At the outset of this book, we identified three crucial forces that are reshaping sales management today: informed and assertive customers, the digital transformation of sales, and constant, rapid change in business and society. These forces impact how sales leaders manage talent, leverage digital technologies, drive improvement and change, and create mutual value for customers and the company. In each of these areas, the book shared lots of ideas, including frameworks for structuring your thinking, insights from real-world examples, and checklists to remind you of frequently overlooked dos and don’ts.

Five key takeaways

With so many topics covered in the book, you will likely have trouble keeping them all in your head at once ...