by Frank Cespedes | Sep 7, 2022 | Uncategorized
Note: this article first appeared in Training Industry, please find it here. In a previous article, I discussed changing business development requirements and some implications. Yet, most companies approach sales training much as they did decades ago. Onboarding is...
by Frank Cespedes | Aug 26, 2022 | Uncategorized
Note: This article first appeared on Training Industry, available here. Companies spend more per capita on sales training than any other function, but the return on investment (ROI) is disappointing. A recent Training Industry article indicates “that 85-90% of sales...
by Frank Cespedes | Jul 12, 2022 | Uncategorized
Note: Please find the original copy of Frank Cespedes’ article, “How to Conduct a Great Performance Review,” published first at HBR Online, here. Summary: The purpose of performance reviews is two-fold: an accurate and actionable evaluation of performance, and...
by Frank Cespedes | Mar 3, 2022 | Uncategorized
With others, I will teach in a new executive program next month, “Leading in the Digital Era,” at Harvard. The program focuses on the people, process, and leadership requirements for making ‘digital transformation’ real and valuable (and not just rhetoric) in...
by Frank Cespedes | Feb 22, 2022 | Uncategorized
Please find the original copy of Frank Cespedes and Neil Hoyne’s article, “How Managers Can Build a Culture of Experimentation,” published first at HBR Online, here. Summary: Companies tend to allocate testing time and money to big initiatives while...
