Sales Management That Works: How to Sell in a World That Never Stops Changing
In this no-nonsense, research-based guide for sales managers, Harvard Business School professor Frank Cespedes offers essential strategies for thriving in an industry that never stops changing.
- Full of insider case-studies from a wide-range of companies—from startups to big orgs.
- Practical, clear-eyed advice, diagnostics, and how-tos.
- Separates fact from fiction, truth from myth about what drives a sales force to success.
- Research-based methods, which is rare in a category that is full of hype, fads, and so-called thought leaders.
Audience:
- Sales managers.
- Executives who oversee or interact with the sales function.
- Sales people who to understand how their selling role fits into the broader company.
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Frank V. Cespedes is the MBA Class of 1973 Senior Lecturer of Business Administration at Harvard Business School. He has run a business, served on the boards of corporations as well as startups, and consulted to companies around the world. He is the author of six books, including Aligning Strategy and Sales, which was cited as the best sales book of the year by strategy+business. He has also published numerous articles in Harvard Business Review, the Wall Street Journal, MIT Sloan Management Review, California Management Review, and other prominent publications.
You can find Frank Cespedes at frankcespedes.com.
Named to the Longlist for Porchlight's Best Business Book Award in the Marketing & Sales Category
Shortlisted for the Outstanding Works of Literature (OWL) Award in the Sales & Marketing Category
"The epitome no-nonsense book...comprised of fascinating examples, insightful research, and helpful diagnostics...a 'must read' for all business and sales managers." -- Midwest Book Review
Advance Praise for Sales Management That Works:
"Frank Cespedes has developed an essential guide to help companies reconfigure their selling motions and create collaborative internal relationships to deal with changing buying habits. This is a must-read for sales and marketing leaders alike." -- Tiffani Bova, Chief Growth Evangelist, Salesforce; author, Wall Street Journal bestseller Growth IQ
"Sales Management That Works is phenomenal. Packed with practical examples, compelling insights, and real-world takeaways, the book presents evidence-based strategies for navigating today's challenging marketplace. I highly recommend it!" -- David Hoffeld, CEO, Hoffeld Group; bestselling author, The Science of Selling
"Sales Management That Works separates the signal from the noise and clearly explains how to be successful in today's world of perpetual change." -- Julie Weissman Havsy, Market Insights and Analytics Leader, Philips North America
"Mastering the complexities of the omnichannel landscape requires more than just new software; it demands a thoughtful understanding of how channels and incentives come together to drive meaningful growth. Sales Management That Works provides precisely that explanation. Frank Cespedes presents an exceptional, case-backed framework that is destined to become an essential book for any leader looking to transform their sales operations." -- Neil Hoyne, Chief Measurement Strategist, Google
"Frank Cespedes has done it again. Using his trademark pragmatism, developed over decades of teaching the world's top business leaders, he provides the tools needed to build essential strategies for sales excellence that all too often are suboptimized in today's companies. Sales Management That Works will help you drive enormous value." -- Jay Galeota, former President and CEO, Inheris Biopharma; former Chief Strategy and Business Development Officer and President, Emerging Businesses, Merck
