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...
by Frank Cespedes | Mar 11, 2016 | Articles
The Dialogue That Rarely Happens Frank V. Cespedes Originally published in Top Sales magazine (February, 2016) In any organization, influence is bestowed as well...
by Frank Cespedes | Jun 17, 2015 | Aligning Strategy and Sales, Articles
International business consultant Frank Cespedes explains how you can build your platform, drive effective sales, and increase the growth potential of your business. I’ve learned so much from my mistakes, as well as the mistakes and wisdom of my peers. In...
by Frank Cespedes | Apr 6, 2015 | Aligning Strategy and Sales, Articles
My sincere thank-you to DrivingSales and Paul Moran for his response, “Does Social Media Sell? A Harvard Professor Says No,” to my HBR.org article, “Is Social Media Actually Helping Your Company’s Bottom Line?” Paul says I am taking “a shallow perspective” on this...
