Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
Publications
Publications
  • September–October 2016
  • Article
  • European Business Review

What Senior Executives Should Know About Sales

By: Frank V. Cespedes
  • Format:Print
ShareBar

Abstract

Business is more complex, data more abundant, and more specialists are needed to stay up-to-date with functional best practices. As a senior executive, you can worry all you want about disruption, but you need a salesforce aligned with strategy to do something about it. This article discusses how investments in sales affect core levers of enterprise value creation (and destruction).

Keywords

Salesforce Management; Management Teams

Citation

Cespedes, Frank V. "What Senior Executives Should Know About Sales." European Business Review (September–October 2016): 10–13.
  • Register to Read

About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

More from the Author

    • Top Sales Magazine

    Get Ready to Sell

    By: Frank V. Cespedes and Bud Hyler
    • July 2020
    • Faculty Research

    Shindigz

    By: Frank Cespedes
    • July 2020
    • Top Sales Magazine

    Reframing Value in a Crisis

    By: Frank V. Cespedes and David Hoffeld
More from the Author
  • Get Ready to Sell By: Frank V. Cespedes and Bud Hyler
  • Shindigz By: Frank Cespedes
  • Reframing Value in a Crisis By: Frank V. Cespedes and David Hoffeld
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Digital Accessibility
Copyright © President & Fellows of Harvard College