About the Session
Selling is changing, and the pandemic has accelerated many trends affecting business development. But the impact on sales of ecommerce, big data, AI, and other megatrends is often misunderstood. How should leaders navigate an uncertain recovery and manage new requirements? Drawing on insights from his newest book, Sales Management That Works: How to Sell in a World that Never Stops Changing, Harvard Business School's Frank Cespedes offers research-based strategies and valuable lessons for leading the post-crisis sales force, including hiring, training, performance management practices, and the reconstruction of sales models.
