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Publications
  • September–October 2016
  • Article
  • European Business Review

What Senior Executives Should Know About Sales

By: Frank V. Cespedes
  • Format:Print
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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.
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About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

More from the Author

    • January 2023 (Revised January 2023)
    • Faculty Research

    Belden and Digital Transformation: From Product Sales to Solutions Sales

    By: Frank V. Cespedes and Amy Klopfenstein
    • November 15, 2022
    • Harvard Business Review (website)

    Using Simulations to Upskill Employees

    By: Frank V. Cespedes, Trond Aas, Alex Hunt and Huw Newton-Hill
    • October 2022 (Revised December 2022)
    • Faculty Research

    Aphro Beverages

    By: Frank V. Cespedes and Amram Migdal
More from the Author
  • Belden and Digital Transformation: From Product Sales to Solutions Sales By: Frank V. Cespedes and Amy Klopfenstein
  • Using Simulations to Upskill Employees By: Frank V. Cespedes, Trond Aas, Alex Hunt and Huw Newton-Hill
  • Aphro Beverages By: Frank V. Cespedes and Amram Migdal
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