Harvard Business Review Sales Management Handbook

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.

Advance Praise for The Harvard Business Review Sales Management Handbook:"The book does an excellent job of showing how companies can align their marketing and sales functions to satisfy the evolving needs and behaviors of digital-savvy B2B buyers." — Philip Kotler, S. C. Johnson & Son Distinguished Professor Emeritus of International Marketing, Kellogg School of Management, Northwestern University"This insightful book serves as a guide for sales organizations to deliver a better customer experience and improve results. The first half lays a solid foundation in sales management fundamentals, while the second half expertly dives into how digital is changing the sales management landscape." — Kate Rowbotham, Senior Vice President and Head of US Customer Engagement, Genentech"A compelling guide for sales managers and VPs, this book seamlessly bridges the gap between strategy and execution in a digital world. It's packed with hundreds of practical ideas to improve performance and leverage analytics and AI." — Scott White, Chief Operations Officer, NA Innovative Medicine, Johnson & Johnson