Publications
Publications
- May 2020
- Top Sales Magazine
Sales Leadership During and After the Crisis
By: Frank V. Cespedes
Abstract
Because customer acquisition and retention are the lifeblood of a for-profit enterprise, sales activities establish foundational conditions for a business. In turn, sales managers’ responsibilities in a crisis extend beyond keeping the lights on. Their leadership makes a difference across the business because, for better or worse, selling always affects core drivers like cash flow, cross-functional asset allocations in response to closed sales, and post-sale services, among others. This article discusses three areas where sales managers typically have the most influence in affecting how their companies navigate the current crisis.
Keywords
Citation
Cespedes, Frank V. "Sales Leadership During and After the Crisis." Top Sales Magazine (May 2020), 28–29.