“The glory days of SaaS are over” – Dr. Howard Dover Interview

We spoke with Dr. Howard Dover the renowned sales scholar and educator, recognised for his expertise in sales management, professional selling, and sales technology. With a distinguished career spanning over two decades, Dr. Dover has made significant contributions to the field of sales research, teaching, and practice.

Dr. Dover holds a Ph.D. in Marketing from the University of Houston and serves as an esteemed faculty member at the University of Texas at Dallas, where he holds the title of Clinical Professor of Marketing and Director of the Center for Professional Sales in the Naveen Jindal School of Management.

Throughout his career, Dr. Dover has been deeply committed to advancing the understanding of sales as an academic discipline. His research interests encompass a wide range of topics, including sales technology, sales force management, sales strategy, and sales ethics. He has published numerous scholarly articles in leading academic journals and has presented his research at prestigious conferences around the world.

In addition to his scholarly pursuits, Dr. Dover is a passionate advocate for sales education and professional development. He has played a pivotal role in shaping the curriculum and programs offered by the Center for Professional Sales at the University of Texas at Dallas, which is widely regarded as one of the top sales programs in the country.

Dr. Dover’s dedication to excellence in sales education has earned him numerous accolades and awards, including recognition as a Sales Educator of the Year by the Sales Education Foundation. He is also actively involved in professional organizations such as the American Marketing Association (AMA) and the Sales Management Association (SMA), where he contributes his expertise to furthering the advancement of sales scholarship and practice.

As a respected academic, educator, and thought leader in the field of sales, Dr. Howard Dover continues to inspire and empower the next generation of sales professionals through his research, teaching, and mentorship. His contributions have had a profound impact on the field of sales and have helped shape the future of sales education and practice.

His book The Sales Innovation Paradox delves into the dynamic relationship between innovation and tradition in the realm of sales. The book presents a compelling argument that while innovation is crucial for staying competitive in today’s rapidly evolving business landscape, it must be balanced with the preservation of proven sales practices.

Dr. Dover explores how sales organisations can navigate this delicate balance by embracing innovation while still leveraging the foundational principles that have stood the test of time. Drawing on extensive research and real-world examples, they provide actionable insights and strategies for sales leaders looking to foster a culture of innovation within their teams.

Key themes addressed in the book include:

1. Innovation Imperative: The authors emphasize the importance of innovation in sales, highlighting how disruptive technologies and changing customer expectations are reshaping the sales landscape.
2. Preserving Traditions: Despite the need for innovation, the book argues that sales organizations must also recognize the value of traditional sales practices and ensure they are not overlooked or abandoned in pursuit of the latest trends.
3. Balancing Act: Achieving the right balance between innovation and tradition is essential. The authors offer practical guidance on how sales leaders can strike this balance effectively, ensuring that innovation enhances rather than disrupts existing sales processes.
4. Cultural Shift: Building a culture of innovation within a sales organization requires leadership commitment, employee buy-in, and a willingness to embrace change. The book explores strategies for fostering an innovation-friendly environment where new ideas are encouraged and rewarded.
5. Future Outlook: Looking ahead, the authors discuss emerging trends and technologies that are likely to shape the future of sales. They offer insights into how sales organizations can prepare for these changes and continue to thrive in an increasingly competitive marketplace.

The Sales Innovation Paradox provides a thought-provoking examination of the complex interplay between innovation and tradition in sales. It offers practical advice and actionable strategies for sales leaders seeking to navigate this paradox and drive sustainable growth in their organisations.