by Frank Cespedes | Oct 20, 2014 | Aligning Strategy and Sales, Articles
Let’s consider some common assertions with respect to sales compensation that in my experience, are often false. The fear is that “complex” plans can cause salespeople to spend too much time calculating payoffs instead of selling and taking care of...
by Frank Cespedes | Oct 16, 2014 | Aligning Strategy and Sales, Reviews
I’m calling it early: Aligning Strategy and Sales is the best sales book of the year. I know we’ve got a few months left in 2014, but I’m not too worried that I’ll be proven wrong—I’ve been waiting for a sales book like this one for a long time and the odds that...
by Frank Cespedes | Oct 15, 2014 | Aligning Strategy and Sales, Articles
Sales compensation is a perennial topic at most companies. There are many different ways to pay salespeople, and money is important. Business history is full of firms that got what they paid for (e.g., reps who, responding to their volume-driven incentives, failed to...
by Frank Cespedes | Oct 7, 2014 | Aligning Strategy and Sales
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...
by Frank Cespedes | Oct 7, 2014 | Aligning Strategy and Sales, Articles
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...
