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Senior Lecturer at Harvard Business School and author of Sales Management That Works, Aligning Strategy and Sales, as well as other books and articles.

Frank Cespedes
Getting Your Money’s Worth: Improving Sales Compensation

Rethinking Sales Compensation

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....

What Senior Executives Should Know About Sales

What Senior Executives Should Know About Sales

Business is more complex, data more abundant, and more specialists are needed to stay up-to-date with functional best practices. As a senior executive, you can worry all you want about disruption, but you need a salesforce aligned with strategy to do something about...

More Universities Need to Teach Sales

By Frank Cespedes and Daniel Weinfurter For decades, Sales and Academia remained worlds apart and the business world did fine. But Sales is changing, Academia is out of touch, and this is bad for business and the academy. Compared to professions like engineering or...

The Dialogue That Rarely Happens

The Dialogue That Rarely Happens                                                                                                          Frank V. Cespedes Originally published in Top Sales magazine (February, 2016)   In any organization, influence is bestowed as well...

sales managment that works

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