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  • May 2020
  • Article
  • Top Sales Magazine

Sales Leadership During and After the Crisis

By: Frank V. Cespedes
  • Format:Print
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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

Sales; Leadership; Health Pandemics; Crisis Management

Citation

Cespedes, Frank V. "Sales Leadership During and After the Crisis." Top Sales Magazine (May 2020), 28–29.
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About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

More from the Author

    • January 2023 (Revised January 2023)
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    Belden and Digital Transformation: From Product Sales to Solutions Sales

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    Using Simulations to Upskill Employees

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    • October 2022 (Revised December 2022)
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    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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