Aligning Strategy and Sales

Aligning Strategy and Sales

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Cespedes, Frank V. Harvard Business School Publishing Corporation, 2014 Audio summary available
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IN THIS SUMMARY

During the last few decades, managers have focused on reducing costs to improve productivity rather than simply improving their strategies. Business schools have also provided little guidance and research about the role of the sales force in implementing strategies. In Aligning Strategy and Sales, Frank V. Cespedes helps salespeople discover the gap between the actual practice of selling and the theory of developing strategies. He also presents his planning framework that can help salespeople develop their next competitive advantage—getting sales results that achieve corporate goals.