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...
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, 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...
