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#127 – An academic lens on sales hiring and compensation w/ Frank V. Cespedes
Manage episode 424639717 series 3005632
المحتوى المقدم من Consalia Marketing and Consalia Ltd. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة Consalia Marketing and Consalia Ltd أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.
This week on The Sales Transformation Podcast Phil is joined by Frank V. Cespedes, Senior Lecturer of Business Administration at Harvard Business School.
Frank has authored several books on sales and marketing, with his most recent work focussing on sales management. In this episode he and Phil explore at two of the most important skills for any sales manager: how to hire great salespeople and how to keep the ones you’ve got.
Highlights include:
- [09:14] – Why write another book on sales management when so many already exist?
- [17:26] – The unique challenges of hiring for sales roles
- [42:02] – Salespeople need recognition as well as compensation
Frank’s latest book, Sales Management That Works, is available to buy on Amazon.
You can find out more about Frank and his previous books on his website.
Connect with Philip Squire on LinkedIn
Connect with Frank Cespedes on LinkedIn
Join the discussion in our Sales Transformation Forum group.
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