Date: February 25, 2022
Start Time: 12 p.m. Eastern Standard Time
End Time: 1 p.m. Eastern Standard Time
Questions: Type into Chat
Sales expert Harvard Proessor Frank Cespedes provides sales managers/executives tools they need to separate the signal from the noise.
About this event
In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing.
The rise of e-commerce. Big data. AI. Given these trends (and many others), there’s no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data.
If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment.
In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to:
- Hire and deploy the right talent
- Pay and incentivize your sales force
- Improve ROI from your training programs
- Create a comprehensive sales model
- Set and test the right prices
- Build and manage a multichannel approach
Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business.
Frank Cespedes is a Senior Lecturer at Harvard Business School. He has run a business, served on the boards of corporations and start-ups, and consulted to companies around the world. He is the author of articles in Harvard Business Review, California Management Review, Organization Science, Wall Street Journal, and other publications as well as 6 books, including Aligning Strategy and Sales which was cited as “the best sales book of the year” (Strategy & Business), “a must read” (Gartner), and “perhaps the best sales book ever” (Forbes). His most recent book is Sales Management That Works: How to Sell in a World That Never Stops Changing (Harvard Business Review Press).