JustB2B Leaders - Ep. 20 Sales Management That Works with Frank Cespedes.

In this episode, Oscar chats with Frank Cespedes, Senior Lecturer at Harvard Business School, to explore a range of topics crucial to sales management and leadership.
They talk about into what makes a good Sales Manager, the essential next steps after developing a strategy, and the common mistakes CEOs and General Managers encounter when hiring for sales roles.
Frank shares his insights on the rapid changes in the business landscape and how these affect sales management positions, the impact of AI on sales and the importance of people and soft skills in business relationships.
The conversation wraps up with the common career trajectory from Sales Leader to CEO in B2B contexts.

Want to know more about Esade B2B Management Program
http://justb2b.hubspotpagebuilder.com...

#B2B #JustB2B #EsadeB2BManagement #BT4CEOs #B2BClub #CulturaB2B #B2BCulture #B2BMarketing #EsadeExEd #UnlimitedBetterFutures

00:00 About this episode
00:24 Who is Frank Cespedes?
00:46 Characteristics that makes a good Sales Manager
02:38 Next steps when you have a strategy
05:17 Common mistakes that a General Manager / CEOs make when they hire a Sales Manager
07:13 Do you believe that in this context that everything changes so fast it can affect to the sales management position?
12:05 How do you feel AI can affect?
18:23 Do you think people and soft skills will be again very relevant in relationships?
21:23 What are the opportunities of the Sales Manager position?
24:01 How common is that the previous position of a CEO it’ Sales Leader in B2B?
28:37 Conclusion