Sales Management That Works with Frank Cespedes #363

In this episode sales expert and Harvard Business School professor Frank Cespedes and I babble about the challenges and solutions both sales managers and sales professionals face . We talk about hiring, compensation, process, and most importantly the necessity for sellers to think and act like owners and the C-Suite executives to think like sales people. Frank has a new book titled Sales Management That Works that just came out in February. We solve all the worlds problems. You don’t want to miss it.

Elements Where Sales Management Should Focus

Buying has changed immensely and the interaction of marketing and sales has never been more pronounced. Since most executives have very little formal training in selling, there are clear gaps in business knowledge. These gaps hurt productivity which has been on the decline across all industries according to Frank.

Frank advices the following sales management topics to focus include:

- How to hire and deploy the right talent
- What to pay and incentivize your sales force
- Improve ROI from your training programs
- Deploy a buyer based sales model
- Set and test the right prices
- Build and manage a multichannel approach

Take Action Advice on Sales Management

The more sales people can do, to think and act like a business owner, the more successful they’re going to be. Conversely, the more managers can learn about sales, the better they can understand the one organization that pays for all the other staff in the company. It’s a win-win for a company to be business mindful.

How To Find Frank Cespedes

- You can email Frank here fcespedes at hbs.edu
- www.frankcespedes.com
- Find his new book– Sales Management That Works – preorder here

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Past Episodes Sales Management

Sales managers go here to keep up the babble on developing top staff.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques.

Pushy sales doesn’t work! The key is to build trust over time. What tools do we use? LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

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