Putting sales at the center of strategy

• Autores: Frank V. Cespedes
• Localización: Harvard business review, ISSN 0017-8012, Vol. 92, Nº 10, 2014
• Idioma: inglés
• Texto completo no disponible (Saber más ...)
• Resumen

  • The author argues that companies shouldn't formulate business strategies without considering what the impact will be on the functioning and effectiveness of their sales staff, and describes several steps firms can take to better align strategy and sales. He says the impact of strategy on interactions with customers needs to be articulated to sales teams. He also maintains sales personnel need to be aware of how strategic goals affect variables that influence sales productivity. It is further recommended that companies identify sales skills relevant to their strategies and focus their sales training on improving those skills