by Frank Cespedes | Nov 6, 2014 | Aligning Strategy and Sales, Articles
Perhaps it’s time for a re-think of “Death of a Salesman.” After two decades of talk about the “new economy” and the “disruption” of certain professions by the Internet, you might think that sales as we know it is as stale and outdated as Willy Loman — a function that...
by Frank Cespedes | Oct 28, 2014 | Aligning Strategy and Sales, Articles
Strategy has shrunk. For many firms and even for some prominent strategy consultants, the concept is now nothing more than “just-in-time decision making” or “a few critical initiatives” or other variations on “adaptability.” Driving this view is a set of assumptions:...
by Frank Cespedes | Oct 22, 2014 | Aligning Strategy and Sales
TEL 074 – Aligning Strategy and Sales with Frank Cespedes Harvard Business School Professor Frank Cespedes sits down with Wade Danielson at The Entrepreneurs Library for a deep dive into “Aligning Strategy and Sales.” Read the full interview...
by Frank Cespedes | Oct 20, 2014 | Aligning Strategy and Sales, Articles
Let’s consider some common assertions with respect to sales compensation that in my experience, are often false. The fear is that “complex” plans can cause salespeople to spend too much time calculating payoffs instead of selling and taking care of...
by Frank Cespedes | Oct 16, 2014 | Aligning Strategy and Sales, Reviews
I’m calling it early: Aligning Strategy and Sales is the best sales book of the year. I know we’ve got a few months left in 2014, but I’m not too worried that I’ll be proven wrong—I’ve been waiting for a sales book like this one for a long time and the odds that...
by Frank Cespedes | Oct 15, 2014 | Aligning Strategy and Sales, Articles
Sales compensation is a perennial topic at most companies. There are many different ways to pay salespeople, and money is important. Business history is full of firms that got what they paid for (e.g., reps who, responding to their volume-driven incentives, failed to...
