Sales Management for
Start-ups and SMEs
Building an Effective Scalable Sales Organisation
Learn by doing…
Useful for nearly any sector or industry, this book is a thoroughly practical guide on how to build an excellent sales organisation, brick by brick.
Creating an effective sales organisation is a challenge for many businesses, and it’s easy to waste resources on ineffective approaches. Many MBA and executive education programmes do not cover sales management in any depth. Filling this knowledge gap, this guide will help readers to create their own unique high-performing sales organisation that fits their product and market environment.
This book is for…
Businesses
For B2B sales organisations that want to grow and improve the performance of their sales organisations, this book is the ultimate resource. Based on a unique combination of high-quality academic research and practical knowledge working with start-ups and SMES, it is your trusted resource for all things sales management.
You will get a toolkit that enables you to:
- Analyse what good selling looks like for your specific context
- Design and implement your own customised sales process
- Set up excellent sales management practices to support your sales approach
- Set up effective lead generation and account management routines
- Recruit, onboard and motivate A-Players
- Build and evolve an effective growth strategy
Universities
Where marketing and entrepreneurship programmes are offered, B2B sales management for start-ups and SMEs offers an excellent support resource for students of business. It’s especially useful for MSc and MBA students, who want to be involved in start-ups, business development or commercial leadership roles. It fills an important gap in many marketing textbooks, where personal selling is an essential part of go-to-market strategy.
Your students will get:
- A comprehensive guide to setting up a sales organisation
- Academically referenced content to “dig deeper”
- Practical cases of Start-ups and SMES who have implemented great sales practices
- A wide variety of tools and models to help students analyse any B2B sales organisation and recommend improvements
- Selling Interactions can compliment the text with interactive experiential workshops and training events, based on real client examples
