Senior Lecturer at Harvard Business School and author of Sales Management That Works, Aligning Strategy and Sales, as well as other books and articles.
published in Top Sales Magazine; August, 2018 Assembling the right sales team has always been crucial. As the old saying goes, “You hire your problems.” But recruitment and selection are now even more important. Data and analytical tasks have lengthened...
by Frank V. Cespedes and Russ Heddleston (Harvard Business Review, April 2018) In the past decade, content marketing has become a widely established practice. Companies have hired writers and Chief Content Officers to run departments, create blogs and other materials,...
Frank V. Cespedes (Top Sales Magazine, April 2018) Someone once told me that many companies maintain their equipment better than their people. If so, they get what they don’t maintain. This is especially true in sales. Across industries, turnover in sales averages...
by Frank Cespedes and David Mattson It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault...
Chief Executive, August 31, 2017 Frank Cespedes, Jay Galeota, and Michael Wong Korn Ferry recently estimated that, globally, human capital has a value about 2.3 times that of physical capital.[1] This difference is likely to widen in increasingly service economies....
Harvard Business Review (site) by Frank V. Cespedes and Bob Marsh “What gets measured gets managed” is a longstanding business aphorism. But today’s sales technologies enable companies to measure almost anything, which leads many managers to try to measure everything....
Frank V. Cespedes, for Top Sales Magazine, August 2017 There is lots of buzz about big-data and “Sales Enablement” (SE)—the current catch-all term for attempts to increase sales productivity via technology. There are now hundreds of vendors of such tools, and SE is...
Frank Cespedes Front-line sales managers hire reps, organize and allocate sales efforts across market opportunities, conduct performance reviews and reinforce good behaviors (we hope!), and in most firms are the core means by which linking strategy and sales is or is...
by Frank V. Cespedes and Yuchun Lee U.S. companies spend over $70 billion annually on training, and an average of $1,459 per salesperson — almost 20 percent more than they spend on workers in all other functions. Yet, when it comes to equipping sales teams with...
Quotable, April 2017 Frank Cespedes, Senior Lecturer at Harvard Business School and author of Aligning Strategy and Sales Pricing builds or destroys value faster than almost any other business action. Warren Buffet said it well: “The single most important decision in...
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