Harvard Business Review Sales Management Handbook: How to Lead High-Performing Sales Teams
Prabhakant Sinha · Arun Shastri · Sally E. Lorimer
Mar 2025 · Gildan Media · Narrated by Walter Dixon
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Audiobook
9 hr 55 min
Unabridged
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About this audiobook
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 decisions; 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.
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 decisions; 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.
About the author
Prabhakant Sinha cofounded ZS in 1983 and has consulted on sales effectiveness globally. He taught at Northwestern's Kellogg School of Management and also led executive education programs at London Business School and the Indian School of Business. He has coauthored sales management books and dozens of articles for HBR.
Arun Shastri, a ZS Principal, helps clients transform their digital capabilities. He writes on AI for Forbes, cohosts the Reinventing Customer Experience podcast, contributes to HBR, and teaches sales executives at Kellogg.
Sally Lorimer, a ZS Principal, frequently contributes to HBR and is the coauthor of eight sales management books.
Walter Dixon is a winner of Audible's "#1 Editor's Choice and Customer Favorites" award. He has narrated more than 200 audiobooks; performed in musical theater, drama and opera productions, and professional stand-up comedy; and voiced commercials, corporate videos, animated features, and vintage radio dramas.
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