Your Sales Training is Probably Lackluster. Here’s How to Fix It

by Frank V. Cespedes and Yuchun Lee U.S. companies spend over $70 billion annually on training, and an average of $1,459 per salesperson — almost 20 percent more than they spend on workers in all other functions. Yet, when it comes to equipping sales teams with relevant knowledge and skills, the ROI of sales training is disappointing. Studies indicatethat participants in […]

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Rethinking Sales Compensation

Compensation is probably the most discussed aspect of sales and the biggest chunk of the $900 billion that U.S. companies alone spend on selling. An estimated 85% of companies use incentive plans which, on average, account for about 40% of total sales compensation. Yet, in a survey of 700 firms, a whopping 20% reported that […]

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Interview with Harvard University professor and author of this year’s best sales book Frank Cespedes

By: Kim Mi-yeon Frank Cespedes teaches at Harvard Business School. His new book, Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press) has been called “the best sales book of the year” (Strategy + Business),“a must read” (Gartner Group), and “perhaps the best sales book ever” (Forbes). […]

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More Universities Need to Teach Sales

By Frank Cespedes and Daniel Weinfurter For decades, Sales and Academia remained worlds apart and the business world did fine. But Sales is changing, Academia is out of touch, and this is bad for business and the academy. Compared to professions like engineering or business disciplines like Finance or Operations, the concept of a dedicated […]

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