The Harvard Business Review Sales Management Handbook - How to Lead High-Performing Sales Teams

Sales leadership essentials for an era of rapidly advancing digital technology.

Managing an effective sales organization is key to revenue generation, customer satisfaction, and business results. But whether you're a sales manager or leading a large sales force, it's increasingly challenging to balance success today with driving the digital sales transformation that will position your team for the future.

With actionable insights and examples from many industries worldwide, the HBR Sales Management Handbook provides the resources you need to build value for your company, your customers, and your sales teams. The book covers the fundamentals every sales manager needs to know and explores today's most challenging issues around digital: bringing value to informed and self-sufficient customers while managing the business; hiring, developing, and retaining the best talent; managing sales in the remote, multichannel world; using AI and analytics to support critical dec isions; navigating change with continuous improvement; and building the next generation of sales information hubs.

Your job as a sales leader is vast and dynamic. This handbook is a collection of proven and forward-looking ideas to help you, your salespeople, and your customers win.

HBR Handbooks provide ambitious professionals with the frameworks, advice, and tools they need to excel in their careers. With step-by-step guidance, time-honed best practices, and real-life stories, each comprehensive volume helps you to stand out from the pack-whatever your role.

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Advance Praise for The Harvard Business Review Sales Management Handbook:

"The book does an excellent job of showing how companies can align their marketing and sales functions to satisfy the evolving needs and behaviors of digital-savvy B2B buyers." - Philip Kotler, S. C. Johnson & Son Distinguished Professor Emeritus of International Marketing, Kellogg School of Management, Northwestern University

"This insightful book serves as a guide for sales organizations to deliver a better customer experience and improve results. The first half lays a solid foundation in sales management fundamentals, while the second half expertly dives into how digital is changing the sales management landscape." - Kate Rowbotham, Senior Vice President and Head of US Customer Engagement, Genentech

"A compelling guide for sales managers and VPs, this book seamlessly bridges the gap between strategy and execution in a digital world. It's packed with hundreds of practical ideas to improve performance and leverage analytics and AI." - Scott White, Chief Operations Officer, NA Innovative Medicine, Johnson & Johnson