The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data.

If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment.

In this book, sales expert and professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to:

• Hire the right talent—not just stars
• Pay and properly incentivize your sales force
• Improve ROI from your training programs
• Create a comprehensive sales model that aligns with your strategy
• Set the right prices
• Build and manage a multichannel approach

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.