by Frank Cespedes | Sep 11, 2014 | Aligning Strategy and Sales
Online book discussion site Goodreads just released its list of recently published books for its users this month. As it has done for the past few months,National Jeweleragain has sifted through the virtual stacks to find a handful of recent releases that may be...
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...
