#209 – Sales models and strategies that work (Part 2) w/ Frank Cespedes

This week on The Sales Transformation Podcast it’s the second part of Phil’s conversation with Frank Cespedes! If you haven’t listened to last week’s episode yet please make sure to go and check it out before this one. 

They begin by finishing their discussion of sales models before moving on to performance management and coaching, as well as why many managers need to shift away from “good words” to “good deeds”.
 

Highlights include: 

• [07:40] People join companies but leave managers 
• [12:58] Too many leaders are sermonising instead of coaching 
• [26:24] Many salespeople like the autonomy of their jobs, but lose it when they become managers 

You can find out more about Frank on frankcespedes.com  

Sales Management That Works: How to Sell in a World that Never Stops Changing is available to buy on Amazon. 

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.