The Dialogue That Rarely Happens

The Dialogue That Rarely Happens                                                                                                          Frank V. Cespedes Originally published in Top Sales magazine (February, 2016)   In any organization, influence is bestowed as well as earned. It requires relevant expertise and results, but also being recognized by others as adding value.  Sales managers are no exception to the rule. In many firms, Sales is […]

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The Best Ways to Hire Salespeople

By Frank Cespedes and Daniel Weinfurter Many firms talk about talent management, but few deal systematically with a basic fact: average annual turnover in sales is 25 to 30%. This means that the equivalent of the entire sales organization must be hired and trained every four years or so, and that’s expensive. Consider these stats. […]

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Does Social Media Sell? The Jury Is Out (and getting impatient)

My sincere thank-you to DrivingSales and Paul Moran for his response, “Does Social Media Sell? A Harvard Professor Says No,” to my HBR.org article, “Is Social Media Actually Helping Your Company’s Bottom Line?” Paul says I am taking “a shallow perspective” on this topic. I disagree, and here’s why: First, Paul does not take issue […]

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