Aligning Strategy and Sales – the choices, systems, and behaviors that drive effective selling

12th April 2015 |   Journal Of Sales Transformation

Nick de Cent, Editor of the International Journal of Sales Transformation, recommends the latest book by Frank V Cespedes of Harvard Business School. Aligning Strategy and Sales – the choices, systems, and behaviors that drive effective selling is for any senior executive who wants to understand why they need to address the gap between their company’s sales efforts and strategy. This disconnect represents a major vulnerability for organisations, according to Dr Cespedes. Read this to road map to articulate strategy in ways that the field can understand. The author suggests that this transformation will fuel the behaviours needed for profitable growth.