by Frank Cespedes | Sep 9, 2014 | Aligning Strategy and Sales, Articles
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...
by Frank Cespedes | Sep 9, 2014 | Aligning Strategy and Sales, Articles
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...
by Frank Cespedes | Sep 8, 2014 | Aligning Strategy and Sales
This week sees the publication of a new book I want to bring to your attention. It’s by Frank Cespedes, a professor at Harvard Business School, and an old friend from our mutual consulting days. The book is called Aligning Strategy and Sales, and it might have been...
by Frank Cespedes | Sep 8, 2014 | Aligning Strategy and Sales, Articles
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...
by Frank Cespedes | Sep 8, 2014 | Aligning Strategy and Sales
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...
