Putting Sales at the Center of Strategy
Studies show that only a fraction - perhaps less than 10% - of companies' strategic plans are effectively executed. One reason is that C-suite strategists, years removed from customer contact, may have an obsolete vision of the company-customer interface. The author's research reveals four...
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| Veröffentlicht in: | Harvard business review 2014-10, Vol.92 (10), p.23 |
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| creator | Cespedes, Frank |
| description | Studies show that only a fraction - perhaps less than 10% - of companies' strategic plans are effectively executed. One reason is that C-suite strategists, years removed from customer contact, may have an obsolete vision of the company-customer interface. The author's research reveals four steps companies can take to improve the alignment between strategy and sales. The four steps are: 1. Communicate the strategy. 2. Continually improve sales productivity. 3. Improve human performance. 4. Make strategy relevant. |
| format | Magazinearticle |
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| issn | 0017-8012 |
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| source | Business Source Complete |
| subjects | Customer relations Guidelines Organization theory Sales management Salespeople Strategic management Strategic planning |
| title | Putting Sales at the Center of Strategy |
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