Sales Slump: 3 Tips for Implementing Strategic Compensation Plans

An estimated 85 percent of companies in the United States use incentive plans, accounting for approximately 40 percent of total sales compensation. That’s a lot of money and managerial effort. Yet in a recent survey of 700 firms by CSO Insights, 20 percent reported that their compensation plans had “minimal or no impact on selling behavior,” 12 […]

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The Strategic Way To Hire a Sales Team

The equivalent of an entire sales force is replaced at many firms every four years, so it’s critical that go-to-market initiatives remain tied to strategic goals. Frank Cespedes explains how in his book, Aligning Strategy and Sales. Too often, there’s a huge gap between a company’s overall business strategy and the way its salesforce operates in the field. […]

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MarketingSherpa Weekly Book Giveaway

That gap between your company’s sales efforts and strategy? It’s real – and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book. In Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling, Harvard Business School professor Frank Cespedes equips you to link […]

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The Importance of Aligning Strategy and Sales

Every year, U.S. companies spend more than $900 billion on their sales forces, but typically see only 50 to 60 percent of the financial performance they’re promised. The problem, Harvard Business School Professor Frank Cespedes says, is the “disconnect between selling behaviors and strategy. In his book Aligning Strategy and Sales, Cespedes discusses why bringing […]

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How to Shrink the Gap between Sales and Strategy—An Interview with Frank Cespedes

For a business to grow, it must have a strategy and that strategy must be aligned with sales. The problem is often companies don’t have a strategy, or if they do, there’s a gap between that strategy and what their sales teams are doing. “Research shows relatively few companies successfully execute their strategies. And on […]

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