There’s No Excuse for Avoiding Strategy

Strategy has shrunk. For many firms and even for some prominent strategy consultants, the concept is now nothing more than “just-in-time decision making” or “a few critical initiatives” or other variations on “adaptability.” Driving this view is a set of assumptions: that making and integrating strategic choices “assumes a relatively stable and predictable world,” and […]

Read more

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 […]

Read more

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 […]

Read more

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 […]

Read more