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...
by Frank Cespedes | Oct 3, 2014 | Aligning Strategy and Sales
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...
by Frank Cespedes | Sep 25, 2014 | Aligning Strategy and Sales, Articles
Firms in the United States invest three times more in selling than advertising, 20 times more than online media and 100 times more than social media, according to research presented in a 2013 Harvard Business Journal article. In fact, the money spent on sales training...
by Frank Cespedes | Sep 19, 2014 | Aligning Strategy and Sales, Articles
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...
by Frank Cespedes | Sep 19, 2014 | Aligning Strategy and Sales, Articles
When CEOs look to the VP of sales for a report on the latest results, volume and growth are the usual metrics discussed. But these two points don’t necessarily link sales with strategy. That requires better metrics, for a variety of reasons. Read the full article on...
