Cinthia Satornino Publishes New Book on Modern Sales Management
Cinthia B. Satornino, associate professor of marketing, published a new book on sales management titled "At the Helm: Navigating the Next Era of Sales Management," where she and her co-author, Dr. Nancy J. Sirianni tackle the challenges of modern sales management.
The marketplace has faced significant disruptions in recent years, including the COVID-19 pandemic, a rapidly changing workforce with record disengagement, widespread adoption of artificial intelligence tools and digital platforms, record inflation, and supply chain challenges. Sales organizations and their leaders have been at the forefront of navigating these challenges, responsible for generating revenue and meeting customer needs amid this instability. Yet, despite the need, there is a significant lack of comprehensive sales management resources that address the evolving needs of modern sales organizations. At the Helm: Navigating the Next Era in Sales Management is a book designed to guide sales managers (and those aspiring to become one) in not only building fundamental sales management expertise, but also learning to navigate current turbulence in the marketplace.
At the Helm provides a comprehensive, holistic, and modern view of sales management practice that accounts for advances in psychology, ethics, sustainability, technology, and society, topics not typically covered in sales management books but that are nonetheless crucial to modern sales management. For example, in the book, the authors discuss holistic hiring practices, the responsible adoption of new technology, and employee well-being and burnout – all of which are critical to a healthy and effective sales organization. They also offer a behavioral perspective on sales management that integrates the customer viewpoint and its impact on sales performance. They discuss the pivotal roles consumer psychology and persuasion play in influencing buyer behavior, and how a solid understanding of the science behind sales can empower sales managers to excel as both subject matter experts and effective mentors to their team members.
Building on decades of experience in sales and management, along with insights from award-winning research, At the Helm: Navigating the Next Era in Sales Management provides valuable tools and strategies for sales management educators, practitioners, and leaders alike.
