REVISITED #127 – An academic lens on sales hiring and compensation with Frank V. Cespedes

As sales organisations face growing pressure to align performance, productivity, and reward, this archive episode with Dr Phil Squire and Frank V. Cespedes feels more relevant than ever. Together, they explore what really drives effective sales hiring and compensation, and why pay alone is never enough to create the right sales behaviours.ORIGINAL SHOW NOTES: This week on The Sales Transformation Podcast Phil is joined by Frank V. Cespedes, Senior Lecturer of Business Administration at Harvard Business School.   Frank has authored several books on sales and marketing, with his most recent work focussing on sales management. In this episode he and Phil explore at two of the most important skills for any sales manager: how to hire great salespeople and how to keep the ones you’ve got.  Highlights include: [09:14] – Why write another book on sales management when so many already exist? [17:26] – The unique challenges of hiring for sales roles [42:02] – Salespeople need recognition as well as compensation  Frank’s latest book, Sales Management That Works, is available to buy on Amazon.  You can find out more about Frank and his previous books on his website.  Connect with Philip Squire on LinkedIn  Connect with Frank Cespedes on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.