Companies thrive on what they sell – and therefore on their sales organization and how it is managed. The leadership of the sales organization is a critical success factor and one of the most challenging tasks for executives. The digital age has fundamentally transformed everyday sales practices. The changes are so diverse, the levers so different, and the consequences in individual cases so opaque that there can be no "one-size-fits-all" solution. Sales managers must therefore conceptually create the organizational prerequisites for the situational implementation of the corporate strategy. Balancing the development of adequate sales strategies, coordinating sales with adjacent functional areas, and successfully operationalizing sales goals is demanding.

In this volume, renowned experts from research, consulting, and practice share their insights to outline the breadth of the topic from a strategic, coordination-related, and operational perspective. They highlight key aspects and derive actionable recommendations for successful sales management based on selected practical examples. They engage in scientifically grounded discussions of specific aspects of sales management, identify success potentials for sales leaders, and illuminate industry-specific challenges. The reader will learn which factors are essential for effective sales management and efficiency within the sales organization. The second edition has been thoroughly revised and supplemented with new contributions on topics such as omni-channel management, customer journey, cross-selling, digitalization in sales as a management task, international sales management, sales management for institutional clients, sales excellence development, competency-based personnel selection in personal selling, and customer experience.