"It's time to address the enormous cost of the strategy-sales gap."
The most crucial connection in an organization seeking to grow is
between sales and strategy. But if your company is like most,
instead of a strong connection there is a widening gap and too
little bang for the buck. This book will help turn the tide for
your organization.
US companies, for example, invest almost $900 billion annually in
their sales forces--more than three times the amount they spend on
all media advertising, and twenty times more than the total spent
on digital marketing. Yet research indicates that, on average,
companies deliver only about 50 to 60 percent of the financial
performance their strategies promise. That's a lot of wasted money
and managerial effort.
"Aligning Strategy and Sales" will help you close the gap,
establish the needed connections, and improve both sales and
strategy in your organization. From the author's research,
practice, and years of work with firms across many industries,
you'll learn how to improve performance by:
- Articulating strategy in ways that busy people can understand and
embrace, and then translating strategic choices into sales tasks
that bring results.
- Hiring, compensating, and measuring salespeople and performance
in ways that are consistent with strategic goals.
- Selecting and developing people who can manage as well as sell,
and finding practical ways to improve the coordination between
sales and other functions required for profitable growth.
Usable, thoughtful, and clear, this book will help you drive
performance, evaluate sales numbers, and hire or train the people
who deal with your customers--from sales and functional heads to HR
and the C-suite. Informed by the author's experience and research
as a business manager, board member, consultant, and professor at
Harvard Business School, "Aligning Strategy and Sales" provides the
know-how and tools to do exactly what its title promises.
General
Is the information for this product incomplete, wrong or inappropriate?
Let us know about it.
Does this product have an incorrect or missing image?
Send us a new image.
Is this product missing categories?
Add more categories.
Review This Product
No reviews yet - be the first to create one!
Welcome to Loot.co.za!
Sign in / Register |Wishlists & Gift Vouchers |Help | Advanced search
