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  • Sales Management That Works

  • How to Sell in a World That Never Stops Changing
  • By: Frank V. Cespedes
  • Narrated by: Christopher Grove
  • Length: 9 hrs and 37 mins
  • 5.0 out of 5 stars (1 rating)

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Summary

In this practical and research-based guide for sales managers, Harvard Business School professor Frank Cespedes offers essential strategies for thriving in an industry that never stops changing.

The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment. 

In this book, Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: hire the right talent-not just stars; pay and properly incentivize your sales force; improve ROI from your training programs; create a comprehensive sales model that aligns with your strategy; set the right prices; and build and manage a multichannel approach. Chock-full of examples, research, guidelines, and diagnostics, Sales Management That Works is the book you need to build a great sales team, create an optimal strategy, and steer clear of hype and fads.  

PLEASE NOTE: When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio. 

©2021 Frank V. Cespedes (P)2021 Gildan Media

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  • Kirk R Hetherington
  • 11-06-21

Great framework!

it's a great framework for organizational leadership to use to get the most out of their go-to-market strategies. Although it does get a little bit dense in the latter chapters the final chapter is profoundly insightful. The robo reader is the biggest reason for the low review overall. The robo reader is rather painful.