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...
by Frank Cespedes | Mar 3, 2015 | Aligning Strategy and Sales, Articles
When it comes to business, we talk too much about social media and expect too little. It’s like the old joke about sales people: one person says, “I made some valuable contacts today,” and the other responds, “I didn’t get any orders, either.” Companies measure the...
