by Frank Cespedes | Jul 18, 2017 | Uncategorized
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...
by Frank Cespedes | May 12, 2017 | Uncategorized
Quotable, April 2017 Frank Cespedes, Senior Lecturer at Harvard Business School and author of Aligning Strategy and Sales Pricing builds or destroys value faster than almost any other business action. Warren Buffet said it well: “The single most important decision in...
by Frank Cespedes | Apr 20, 2017 | Articles
In a previous article (“Rethinking Sales Compensation,” Top Sales Magazine, February 2017), I examined three common but false assumptions about money, motivation, and management in sales compensation practices. The message was that the purpose of any sales comp plan...
by Frank Cespedes | Apr 5, 2017 | Uncategorized
by Frank V. Cespedes and Amir Peleg The water industry is using digital technologies and analytics to derive more value from its physical assets. The need for this sector to change and evolve could not be greater: The organizations that manage water...
by Frank Cespedes | Feb 3, 2017 | Articles, Uncategorized
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....
