- Editorial:
- HARVARD BUSINESS SCHOOL PRESS
- Año de edición:
- 2014
- Materia:
- Negocios y administración
- ISBN:
- 978-1-4221-9605-2
- Páginas:
- 256
- Encuadernación:
- CARTONÉ / HARDCOVER
ALIGNING STRATEGY AND SALES
CESPEDES, FRANK V.
Most firms face a wide gap between their strategic goals and their sales and other go-to-market efforts. Aligning these activities is—or should be—an important component of competitive advantage for entrepreneurs and established companies. Yet for most, it isn't.
This book will help readers close the gap. It is not another book about strategy formulation or another selling skills manual. This book is about aligning strategy and go-to-market efforts. It starts by explaining why many "sales" problems in companies are really strategic alignment issues. It helps managers understand and diagnose both the overt and hidden costs of not aligning strategic goals with sales initiatives, and why "getting better at selling" typically requires more than a motivational speech, sales force reorganization, new incentives, or a good training seminar. It outlines a process for articulating strategy in ways that people in the field can understand and in ways that help strategy formulators understand the required sales tasks inherent in strategic plans for the enterprise.
Given a coherent strategy, the book provides a framework for analyzing and managing the core levers available to firms when they seek to align selling behaviors with sales tasks, and examines each lever.
Readers will learn how to synchronize strategy and sales activities across the organization, and get value from improving their firm's performance in the following areas:
How to move from a strategic vision to an integrated selling plan
How to build a sales organization to match strategy
How to create and maintain the optimal infrastructure and processes
Practical, thoughtful, clear, and engaging, Aligning Strategy and Sales will give you the know-how and tools to do exactly what the title promises.
