Aligning strategy and sales
Subtitle: the choices, systems, and behaviors that drive effective selling
By: Frank V. Cespedes
Publisher: Harvard Business Review Press
Published: 2014
Language: eng
Number of pages: 313
ISBN-13: 9781422196052
Subjects: Sales management; Selling; Strategic planning
Description: x, 313 pages : 24 cm
Notes: Includes bibliographical references and index.
Table of contents: title: We have a problem. The dialogue that rarely happens ; Diagnosing the problem ; Fixing the problem; title: Linking strategy and sales. The goal of strategy ; Making and articulating strategic choices ; Sales tasks and strategy; title: Performance management. From sales tasks to selling behaviors ; People : hiring, development, and sales organization ; Control systems : sales compensation and incentives ; Sales force environment : performance reviews and measuring effectiveness; title: Closing. Company environment : building human and organizational capabilities ; Making connections.