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

353 Pages·2021·9.638 MB·English

by  Frank V. Cespedes

SALES
MANAGEMENT
THAT
WORKS
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HARVARD BUSINESS REVIEW PRESS
Boston, Massachusetts
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For details and discount information for both print and
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Copyright 2021 Frank V. Cespedes
All rights reserved
No part of this publication may be reproduced, stored in or introduced into a retrieval
system, or transmitted, in any form, or by any means (electronic, mechanical, pho-
tocopying, recording, or otherwise), without the prior permission of the publisher.
Requests for permission should be directed to [email protected], or
mailed to Permissions, Harvard Business School Publishing, 60 Harvard Way, Boston,
Massachusetts 02163.
The web addresses referenced in this book were live and correct at the time of the
book’s publication but may be subject to change.
Library of Congress Cataloging-in-Publication Data
Names: Cespedes, Frank V., 1950- author.
Title: Sales management that works : how to sell in a world that never
stops changing / Frank Cespedes.
Description: Boston, MA : Harvard Business Review Press, [2021] | Includes
index.
Identifi ers: LCCN 2020036313 (print) | LCCN 2020036314 (ebook) |
ISBN 9781633698765 (hardcover) | ISBN 9781633698772 (ebook)
Subjects: LCSH: Sales management. | Sales personnel.
Classifi cation: LCC HF5438.4 .C427 2021 (print) | LCC HF5438.4 (ebook) |
DDC 658.8/1—dc23
LC record available at https://lccn.loc.gov/2020036313
LC ebook record available at https://lccn.loc.gov/2020036314

eISBN: 978-1-63369-877-2
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Again for Bonnie and for Elizabeth and
Helen and their families, and now Marcus,
who will make his changes
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CONTENTS
1 . Introduction: New Sales Realities 1
PART ONE: PEOPLE
2. Hiring 19
3 . Training and Development 43
4 . Performance Management and Coaching 73
PART TWO: PROCESS
5 . Constructing and Clarifying Sales Models 99
6. Managing, Maintaining, and Reconstructing
Sales Models 131
7. Compensation and Incentives 157
PART THREE: PRICING AND PARTNERS
8 . Pricing and Customer Value 185
9. Testing and Linking Price with Your
Sales Model and Selling Behaviors 215
1 0. Building and Managing a Multichannel Approach 247
11. Conclusion: What Senior Executives
Should Know about Sales 279
Notes 301
Index 321
Acknowledgments 337
About the Author 341
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SALES
MANAGEMENT
THAT
WORKS
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