by Frank Cespedes | Nov 13, 2024 | Aligning Strategy and Sales, Articles
Note: this article first appeared in Top Sales Magazine during November 2024
by Frank Cespedes | Sep 30, 2024 | Aligning Strategy and Sales, Articles
4 Steps That Can Optimize Your Sales Process (hbr.org)Sales is an art where outcomes matter, so most advice about performing well in this role focuses on the desired outcome: closing the sale. But a close is the result of actions and choices that occur earlier in the...
by Frank Cespedes | Sep 4, 2024 | Articles
Note: this article first appeared in Top Sales Magazine during September 2024
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 | 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....
by Frank Cespedes | Aug 8, 2016 | Articles, Uncategorized
Most sales models include a conversion funnel in which reps try to convert a marketing-generated lead into a prospect and then a customer through sequential steps. In this model, sales people are expected to make the process as friction-less as possible for the...
