Sales Management That Works

Sales Management That Works

How to Sell in a World that Never Stops Changing

Frank V. Cespedes


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In this no-nonsense, research-based guide for sales managers, Harvard Business School professor Frank Cespedes offers essential strategies for thriving in an industry that never stops changing.

  • Full of insider case-studies from a wide-range of companies—from startups to big orgs.
  • Practical, clear-eyed advice, diagnostics, and how-tos.
  • Separates fact from fiction, truth from myth about what drives a sales force to success.
  • Research-based methods, which is rare in a category that is full of hype, fads, and so-called thought leaders.


  • Sales managers.
  • Executives who oversee or interact with the sales function.
  • Sales people who to understand how their selling role fits into the broader company.


Frank V. Cespedes:

Frank V. Cespedes is the MBA Class of 1973 Senior Lecturer of Business Administration at Harvard Business School. He has run a business, served on the boards of corporations as well as startups, and consulted to companies around the world. He is the author of six books, including Aligning Strategy and Sales, which was cited as "the best sales book of the year" by strategy+business. He has also published numerous articles in Harvard Business Review, the Wall Street Journal, MIT Sloan Management Review, California Management Review, and other prominent publications.

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