ISBM Webinar (November 20)

For most companies, the most expensive part of implementation is aligning sales efforts and investments with strategy goals. Yet, research indicates a big gap. On average, companies deliver only about 50% of the financial performance that their strategies and sales forecasts promise. That’s a lot of wasted money and managerial effort. Join us for a […]

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How to Select Sales Managers Who Can Actually Manage

Sales leaders face a conundrum when selecting sales managers from the rep ranks. Most firms have examples of successful salespeople who are disasters as managers because they persist in the same behaviors as a manager that helped them excel as an individual contributor. With this in mind, some industry thought leaders believe sales management candidates […]

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The Revival of a Salesman: The Importance of Sales and Strategy to Business

Professor Frank Cespedes sits down to talk to Brian Kenny about his new book Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling about why it’s imperative that a company’s sales force inform its strategy. “The Business” is an official production of the Harvard Business School. We publish twice monthly, and […]

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Putting Sales at the Center of Strategy

For many years Document Security Management (a pseudonym) had a thriving business in retrieving and shredding or securely storing organizations’ documents. Executives and their assistants loved its one-stop-shopping value proposition, and the sales force cultivated deep relationships with them. By the early 2000s, however, it was clear that cheaper digital storage technology, especially the cloud, […]

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How to Give Performance Reviews: A 3-Step Action Plan

You know they’re important. HR is on your case about getting them done. But, they’re time consuming, uncomfortable, and disorganized. And as a manager, you have more important things to focus on right now. We’re talking about the dreaded performance review. They’re among the most underused levers for affecting behavior in most organizations. Reviews encourage […]

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