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Webinar by HBS Professor Frank Cespedes

You can now view our recording of the live Leaders Excellence webinar by our honorary fellow and Harvard Business School professor Frank Cespedes on his most recent book “Sales Management That Works: How to Sell in a World that Never Stops Changing” (Harvard Business Review Press, 2021). This webinar is hosted by the founder and president of Leaders Excellence, Dan Hoeyer, and moderated by William (Bill) Shea, who holds an MBA from Harvard and is the former director of corporate relations and market development for Harvard Business School.

Frank Cespedes teaches at Harvard Business School, and is the author of 6 books as well as articles in Harvard Business Review, California Management Review, Organization Science, The Wall Street Journal, and other publications. He has run a business, served on boards for start-ups and corporations, and consulted to many companies around the world.

In this Leaders Excellence webinar, HBS professor Frank Cespedes discusses the implications for Hiring, Training, Performance Management, Compensation, the construction and re-construction of Sales Models, and required links between the C-Suite and customer-facing groups in companies. Frank blends both practitioner experience and academic research, and answered questions during this session. You can view our recorded version of the live webinar by clicking on the play button below.


The book is chock-full of examples, research, guidelines, and diagnostics. “Sales Management That Works” is the book you need to build a great sales team, create an optimal strategy, and steer clear of hype and fads. He provides sales managers and executives with the tools they need to separate the signal from the noise.

To learn more or buy the book on Amazon, click here »

To learn more or buy the book on Harvard Business Review, click here »

Help your own sales managers cut through the hype and focus on what really matters. Harvard Business Review Press offers generous quantity discounts for bulk purchases of “Sales Management That Works” beginning at just 10 copies, and can customize the book to reflect your brand. Please email to learn how distributing copies of the book to your own sales team will empower them to drive results.


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