Sales Management That Works: How to Sell in a World That Never Stops Changing

Format:Print

Abstract

Selling is changing, but the impact on sales of megatrends like ecommerce, big data, and AI is often misunderstood and not supported by empirical data. Managers who fail to separate fact from hype will make decisions based on bad assumptions and, in a competitive market, fall victim to those who do understand cause-and-effect links between buying and selling. This book helps managers and investors distinguish signal from noise in five key areas: People (hiring, training, and performance management), Process (constructing and reconstructing a coherent sales model), Pricing (and price testing in information-rich markets), Partners (crafting a multi-channel response to omni-channel buying behavior), and Productivity (why, in services-oriented economies, sales productivity is about social impact as well as enterprise value).