by Frank Cespedes | Dec 11, 2017 | Uncategorized
by Frank Cespedes and David Mattson It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault...
by Frank Cespedes | Oct 10, 2017 | Uncategorized
Chief Executive, August 31, 2017 Frank Cespedes, Jay Galeota, and Michael Wong Korn Ferry recently estimated that, globally, human capital has a value about 2.3 times that of physical capital.[1] This difference is likely to widen in increasingly service economies....
by Frank Cespedes | Sep 26, 2017 | Uncategorized
Harvard Business Review (site) by Frank V. Cespedes and Bob Marsh “What gets measured gets managed” is a longstanding business aphorism. But today’s sales technologies enable companies to measure almost anything, which leads many managers to try to measure everything....
by Frank Cespedes | Aug 30, 2017 | Uncategorized
Frank V. Cespedes, for Top Sales Magazine, August 2017 There is lots of buzz about big-data and “Sales Enablement” (SE)—the current catch-all term for attempts to increase sales productivity via technology. There are now hundreds of vendors of such tools, and SE is...
by Frank Cespedes | Jul 28, 2017 | Uncategorized
Frank Cespedes Front-line sales managers hire reps, organize and allocate sales efforts across market opportunities, conduct performance reviews and reinforce good behaviors (we hope!), and in most firms are the core means by which linking strategy and sales is or is...
