Magazine Sales Sales Management 
Harvard Business Review
JUNE 6, 2025
He is a coauthor of the HBR Sales Management Handbook. Arun Shastri is a leader of the artificial intelligence practice at ZS, a global professional-services firm, and teaches sales executives at Northwestern’s Kellogg School of Management. He is a coauthor of the HBR Sales Management Handbook.
AIHR
MAY 19, 2021
Hierarchies organized themselves primarily along functional areas such as Sales, Marketing, or Human Resources. In the beginning, they separated into management, clerical, and production groups. Sales managers in businesses like auto dealerships can develop strong relationships with customers by providing a personalized touch.
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Harvard Business Review
AUGUST 8, 2012
Until quite recently, business education might have been perfectly justified in skipping over sales. Perhaps a formal sales education couldn't add much to that. Sales, in contrast, got little respect. Within universities sales was at best a stepchild of marketing. Old-school sales was no-school sales.
Harvard Business Review
DECEMBER 20, 2018
In 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. Front-line sales professionals and managers rarely find the majority of these capabilities useful in winning more business for the company. And the sales team — well, they mostly hated it.
Harvard Business Review
AUGUST 3, 2012
No sales force consists entirely of stars; sales staffs are usually made up mainly of solid performers, with smaller groups of laggards and rainmakers. One reason is that sales managers don't identify with them. As a consequence, core performers are often passed over for promotion and neglected at annual sales meetings.
Harvard Business Review
JULY 31, 2012
Sophisticated sales organizations now have the ability to combine, sift, and sort vast troves of data to develop highly efficient strategies for selling into micromarkets. In fact, we've found that micromarket strategy is perhaps the most potent new application of big-data analytics in B2B sales. Align sales coverage with opportunity.
Harvard Business Review
JUNE 22, 2015
It ran on a site called HotWired.com, the original website of Wired Magazine , and it asked, “Have you ever clicked your mouse right HERE?” After all, the shift from print to electronic media had already taken hold, as advertising extended from newspapers and magazines to radio and television. Nicholas Blechman.
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