Debunking the myths about the future of sales
25th June 2019 | Deirdre Coleman
A Harvard Business School professor’s insights into the science of sales.
In this interview with Deirdre Coleman, Frank Cespedes, Senior Lecturer at Harvard Business School, dispels the myths surrounding technology’s impact on the future of sales and why the need to rethink sales also means rethinking sales leadership. He considers the social and financial impact of sales productivity, and stresses that it is always wise to consult the research.
In a complex sales environment, can technology like data analytics and artificial intelligence (AI) really replicate what salespeople do in complex sales? Author and Harvard Business School lecturer, Frank Cespedes cautions against assigning truth to many of the myths that allude to the diminishing role of the salesperson.