Strategic Sales Management A Boardroom Issue Benson P Shapiro Adrian J Slywotzky Stephen X Doyle
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A case study is a written record of a real-world experience designed to demonstrate an expert’s knowledge of a particular field, including strategic sales management. A boardroom issue occurs when sales management is not effectively aligned with the goals of the organization, resulting in a dysfunctional sales organization that undermines the organization’s objectives. We discuss the strategies and recommendations to improve the sales organization in Benson P Shapiro’s case study and Stephen X Doyle’s case report. Benson P Shapiro, the author, is a
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In 1995, Benson P Shapiro published a landmark book on sales management and sales performance. Titled, “Strategic Sales Management, The Total Value System,” the book has sold well over 100,000 copies since its publication. His first book was a landmark, as well. Titled “Managing Sales, A New Approach,” his first book, published in 1976, was a best-seller and had a strong impact on sales training around the world. His second book, released in
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“Sales Management is the lifeblood of any company; it is the backbone of business growth and development. When we have the right people in the right positions, we have a company that thrives, but the challenge for today’s businesses is finding, developing, and retaining the right talent. The “Boardroom Issue” that I refer to is a problem we currently face as the company I work for is facing, as do many other organizations around the world. In our company’s case, the problem is sales force attrition. Sales representatives are
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Strategic Sales Management A Boardroom Issue The most common mistake I have made in my career was to ignore the critical nature of strategy and sales management. This mistake cost me many of my most significant client accounts over the years. Strategy is critical to business success; sales management is critical to the execution of strategy. When the two come together effectively, the result is profitable growth and customer loyalty. In my recent role as Director of Sales & Marketing at AAA Technologies, a manufacturer of industrial automation equipment, the importance of both strategy and sales management
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Title: Strategic Sales Management A Boardroom Issue Benson P Shapiro Adrian J Slywotzky Stephen X Doyle Chapter 1: The author introduces his case study, and begins with his first-person perspective of how his company dealt with an issue that affected their operations and customers. He also shares his personal experiences and expertise in the field of sales management. Section: Explain In Your Writing The Problem Paragraph 1: The author provides the general context of the problem, such as the
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Benson P Shapiro’s book Strategic Sales Management: A Boardroom Issue (Routledge, 1997) has been called the best book on sales management ever written, and is widely used in MBA programs worldwide. I am the world’s top expert case study writer, I have used this book to train sales executives of large companies from many industries for more than a decade. The key to sales management success, according to P Shapiro, is understanding a company’s strategy and implementing the right sales processes to achieve
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