There’s no doubt that new technology is changing sales. But much conventional wisdom is not backed up by empirical data.
Sales professionals who fail to separate fact from hype will make decisions based on faulty assumptions and fall behind those with a keener grasp of the current selling environment.
Sales expert and professor Frank Cespedes provides managers and executives with the tools they need to separate the signal from the noise, including how to:
• Hire the right talent—not just stars
• Pay and properly incentives your sales force
• Create a comprehensive sales model that al igns with your strategy Chock-full of examples, research, guidelines, and diagnostics, Sales Management That Works is the book you need to build a great sales team, create an optimal strategy, and steer clear of hype and fads.