harvard business review sales management handbook: how to lead high-performing sales teams

Sales leadership essentials for an era of rapidly advancing digital technology.

Managing an effective sales organization is key to revenue generation, customer satisfaction, and business results. But whether you’re a sales manager or leading a large sales force, it’s increasingly challenging to balance success today with driving the digital sales transformation that will position your team for the future.

With actionable insights and examples from many industries worldwide, the HBR Sales Management Handbook provides the resources you need to build value for your company, your customers, and your sales teams. The book covers the fundamentals every sales manager needs to know and explores today’s most challenging issues around digital: bringing value to informed and self-sufficient customers while managing the business; hiring, developing, and retaining the best talent; managing sales in the remote, multichannel world; using AI and analytics to support critical decisions; navigating change with continuous improvement; and building the next generation of sales information hubs.

Your job as a sales leader is vast and dynamic. This handbook is a collection of proven and forward-looking ideas to help you, your salespeople, and your 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.

Prabhakant (Prabha) 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 Indian School of Business. He has coauthored sales management books and dozens of articles for Harvard Business Review.

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 co-author of eight sales management books.