Effective sales management—and running an effective sales organization—is the key to revenue generation, customer satisfaction and business results. Whether you’re a sales manager or a sales executive, your role is complex. It’s increasingly challenging to balance today’s demands with leading the digital sales transformation that will position your team for future success. This book is what sales leaders need to navigate today’s needs and tomorrow’s transformation.

In the “HBR Sales Management Handbook,” Prabhakant Sinha, Arun Shastri and Sally Lorimer provide the resources you need to build value for your company, your customers and your sales teams. The book lays out hundreds of actionable ideas to manage your sales force better and drive digital success across your sales organization.

With case studies from a variety of industries worldwide, this comprehensive guide explores the fundamentals every sales manager needs to know, including:

• Bringing value to customers while managing the business
• Hiring, onboarding and retaining the best sales talent
• Managing sales in the remote, multichannel world
• Using AI and analytics to make crucial decisions
• Building the next generation of sales information hubs
• Navigating sales force change with continuous improvement

Your job is vast and dynamic. The “HBR Sales Management Handbook” is a collection of comprehensive and forward-looking ideas to help you win by helping your salespeople and 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.

What’s in “HBR Sales Management Handbook”

Introduction

Introduction: Sales Management in the Digital World

Section 1 – Linking Sales Leadership to Execution and Results

1. Why We Still Need Salespeople in a Digital World

2. The Sales Manager: The Force Behind the Sales Force

3. Driving Salespeople’s Success with Customers

Section 2 — Talent Management

4. Personalizing Talent Management

5. Hiring and Onboarding for Speed and Impact

6. Empowering Salespeople with Continuous Learning and Development

7. Managing Performance to Drive Results

8. Motivating Sales Teams with Incentives and Goals

9. Managing Retention and Turnover

Section 3 — The Digital Transformation of Sales Management

10. Leveraging the Growing Power of Digital in Sales Management

11. Making Faster and Better Decisions with Analytics and AI

12. Designing the Sales Organization for the Digital Age

13. Unlocking Five Digital-Age Sales Competencies

14. Synchronizing Sales Channels for Maximum Impact

15. Accelerating and Streamlining Selling with a Digital Customer Hub

16. Amplifying the Power of Salespeople with Digital Assistants

17. Boosting Talent Management with Digital

18. Managing a Recurring Revenue Business

Section 4 — Driving Improvement and Implementing Change

19. Continuously Improving Your Business

20. Navigating Sales Force Change

Order your copy of “HBR Sales Management Handbook” now from your favorite bookseller.

• Amazon (U.S.)
• Barnes & Noble
• Target
• Walmart​
• Bookshop.org
• Books-A-Million and Hudson Booksellers
• Booklinker

Position your sales teams for success in the digital age by sharing copies of the "HBR Sales Management Handbook" inside your organization. Quantity discounts and logo customizations are available for bulk purchases of 10 or more copies. Contact booksales@hbr.org for more information.

Download a sample chapter