Sales Management That Works

"Sales Management That Works" by Harvard Business School professor Frank Cespedes offers practical, research-backed strategies for sales managers navigating a rapidly evolving industry shaped by e-commerce, big data, and AI. The book emphasizes the importance of making informed decisions by discerning fact from hype and provides tools for hiring, incentivizing, training, pricing, and managing multichannel sales strategies. Rich with examples and guidelines, it aims to help sales leaders build effective teams, develop aligned strategies, and avoid industry fads.