The Sales Transformation Podcast · 2026-06-12 · 59 min
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.
#208 - Sales models and strategies that work (Part 1) w/ Frank Cespedes72 / 100#207 - Discussing the interplay of values and AI on The Selling Well Podcast w/ Mark Cox & Mike SparlingREVISITED: #58 - The Effectiveness of Sales Enablement in Today's World with Laura Valerio#206 - A young person’s perspective on sales w/ Johannes Hasselbalch & Jesper Illum#205 - Sales Frequency: How do you sell a product that's new to both you and your customers? w/ Maxim Tarasevich