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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Introduction Sales Management in the Digital World
Salespeople are entrusted with a company’s most valuable asset: its relationships with its customers. To buyers, the salesperson is the company. And as a sales manager, or any leader of a sales organization, you are also the face of the company, to both your sales team and customers. You connect the business to those it serves, bridging the gap between strategy and execution. Effective sales management directly supports revenue generation, customer satisfaction, and overall business success.
At the same time, your sales force—the extraordinary human capital that you are charged with leading—is expensive. For many companies, the team’s costs are the largest part of selling, general, and administrative ...
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