Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling by Frank V. Cespedes

Author:Frank V. Cespedes [Cespedes, Frank V.]
Language: eng
Format: mobi
ISBN: 9781422196052
Publisher: Harvard Business Review Press
Published: 2014-08-11T14:00:00+00:00

It's in the interests of both parties to keep performance aligned with contribution and cost. For the salesperson, the human implications are dramatized in plays and movies from Willy Loman in Death of a Salesman to Shelly Levene, the over-the-hill salesman in Mamet's Glengarry Glen Ross. For the firm, ignoring or passively acquiescing to the pattern where fully burdened cost outpaces individual performance contribution means incurring the costs and uncertainties associated with hiring and account reassignments. Also, 80 percent of performance is not 100 percent. Follow-up training is often a more cost-efficient and effective way of addressing the gap. Recall Terry Gou's attitude about people as headaches. It's often said that many companies maintain their equipment better than they develop their people. If so, you ultimately get what you don't maintain.

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