The Sales Transformation Podcast

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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What is The Sales Transformation Podcast?

The Sales Transformation Podcast is brought to you by Consalia. Led by Dr Philip Squire, Consalia is the UK’s only Sales Business School, providing Masters, Postgraduate & Undergraduate Apprenticeship programmes in Sales, dedicated to the improvement of sales performance. For over 20 years he has provided sales consulting education services and training to brands including Apple, AT&T, Ford, Hertz, HP, Pirelli, Royal Caribbean, SAP and Zurich Financial Services.

He is one of just a handful of sales professionals internationally to have a research doctorate in sales. Philip is a subject matter expert for the UK TrailBlazer undergraduate apprenticeship degree in sales and his passion for professionalising sales led him to create the world’s first sales consultancy delivering university-accredited undergraduate and postgraduate degrees in sales.

Consalia's vision is to make sales the world's most sought-after profession and this podcast has been created to provide sales professionals with inspiring and educational advice, as well as tips on relevant topics within the industry that will improve your knowledge, your careers and your sales teams.