Debunking the myths about the future of sales

25th June 2019 |   Deirdre Coleman

Frank Cespedes

Frank Cespedes: “In the 21st century, rethinking
sales also means rethinking leadership.”

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.

Deirdre Coleman

Content Director, MAPS, the Medical Affairs Professional Society | + posts

Deirdre Coleman is a regular contributor to the International Journal of Sales Transformation. She is Content Director, MAPS, the Medical Affairs Professional Society and previously worked as Editor, eyeforpharma.