Effective Sales Training: What Are the Foundational Elements?
Citation:
Cespedes, Frank V. "Effective Sales Training: What Are the Foundational Elements?" Top Sales Magazine (April 2018), 22–23. View Details
Case | HBS Case Collection | August 1984 (Revised May 1992) MCI Telecommunications Corp. (C): Data Communications Market Opportunity Assessmentby John F. Cady and Frank V. Cespedes |
Keywords: Market Entry and Exit; Communication Technology; Telecommunications Industry;
Format: Print | 19 pages | Find at Harvard |
Cady, John F., and Frank V. Cespedes. "MCI Telecommunications Corp. (C): Data Communications Market Opportunity Assessment." Harvard Business School Case 585-097, August 1984. (Revised May 1992.)
Article | Top Sales Magazine | April 2018
Effective Sales Training: What Are the Foundational Elements?
Citation:
Cespedes, Frank V. "Effective Sales Training: What Are the Foundational Elements?" Top Sales Magazine (April 2018), 22–23. View DetailsArticle | Harvard Business Review (website)
How a Fast-Growing Startup Built Its Sales Team for Long-Term Success
Frank V. Cespedes and David Mattson
Keywords: Business Startups; Salesforce Management; Management Practices and Processes;
Citation:
Cespedes, Frank V., and David Mattson. "How a Fast-Growing Startup Built Its Sales Team for Long-Term Success." Harvard Business Review (website) (December 4, 2017). View DetailsArticle | Harvard Business Review (website) | August 22, 2017
Find the Right Metrics for Your Sales Team
Frank V. Cespedes and Robert Marsh
Keywords: Sales; Performance Evaluation; Measurement and Metrics; Salesforce Management;
Citation:
Cespedes, Frank V., and Robert Marsh. "Find the Right Metrics for Your Sales Team." Harvard Business Review (website) (August 22, 2017). View Details