Anders Sahlgren, Erik Skog

Managing the Sales Organization (eBook, ePUB)

For the Digitial Age

• Format: ePub

Produktbeschreibung

How to increase the sales performance is a key question in most sales organizations. The perspective of this book is what the implications are for those managing the sales organizations in the digital age. Today, there are many new ways in approaching and servicing customers, complementing the personal approach of a sales force. Taking this into consideration, the book describes which areas to address and what tools are available for management to improve performance in their sales organizations. The models described are proven and based on academic research, as well as the authors' extensive experience from managing successful sales organizations and as management consultants. You will find practical examples how companies have solved various challenges in real life, as well as explanations of why it works with reference to marketing models, organizational theory and psychology. "I have taught strategy at the Stockholm School of Economics for 35 years, and it has struck me many times how little of the subject sales and its organization that is covered in the curriculum - in my own school as well as in other universities. This comprehensive and important book fills this gap." Dr Orjan Solvell, Professor of International Business at the Stockholm School of Economics, Senior Associate at the Institute for Strategy and Competitiveness at Harvard Business School

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Produktdetails

• Verlag: Sahlgren & Skog KB
• Seitenzahl: 164
• Erscheinungstermin: 20. Februar 2019
• Englisch
• ISBN-13: 9789198511635
• Artikelnr.: 55447668

Autorenporträt

Anders has more than 15 years experience in senior management positions in sales driven organisations. As a firm believer that sales proficiency is not only about the performance of individual sales people, Anders now consults CEOs and Sales Directors in how to manage sales processes, methodology and organisational changes to ensure built-in efficiency in sales teams. Clients consist of B2B organisations with a turnover ranging from $ 50 m to $ 5b. Anders also consults investors and PE firms in assessing portfolio companies' sales organisations before IPOs and private M&As. Further, Anders is engaged in the entrepreneurial education for youths and students. He is frequently hired as lecturer at the Stockholm School of Economics Business Lab.