{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Sales Transformation Podcast","title":"#127 – An academic lens on sales hiring and compensation w/ Frank V. Cespedes","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/828a2e58\"></iframe>","width":"100%","height":180,"duration":3466,"description":"This week on The Sales Transformation Podcast Phil is joined by Frank V. Cespedes, Senior Lecturer of Business Administration at Harvard Business School.  \n \nFrank 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. \n \nHighlights include: \n[09:14] – Why write another book on sales management when so many already exist? \n[17:26] – The unique challenges of hiring for sales roles \n[42:02] – Salespeople need recognition as well as compensation \n \nFrank’s latest book, Sales Management That Works, is available to buy on Amazon. \n \nYou can find out more about Frank and his previous books on his website. \n \nConnect with Philip Squire on LinkedIn \n \nConnect with Frank Cespedes on LinkedIn \n \nJoin the discussion in our Sales Transformation Forum group. \n \nMake sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.","thumbnail_url":"https://img.transistorcdn.com/ifCUh3xhLCfghaJaswDcrRSrjrUSXbXkbwJtqg3lpAw/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS82NzQ5/OTE1YTQ3NGU2ZmUy/Njc0ZGUyODgzM2Q3/YTZjZS5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}