In this episode of SalesTV Live, Frank Cespedes, Senior Lecturer of Business Administration at Harvard Business School and acclaimed author, draws upon extensive research from his latest book, "Sales Management That Works: How to Sell in a World That Never Stops Changing," (Harvard Business Review Press). He shares his insights into the context-specific nature of sales, the impact of turnover in sales, and the growing gap between senior leadership and frontline employees.
Highlights
03:28 Selling varies by customer, culture, and region
11:24 Executives overrate ability to identify talent
14:31 High turnover rate is problematic for businesses
20:26 Communication gap between senior executives and sales leaders
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