The Importance of People in Business

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You need disciplined hiring that's linked to your strategy. Be aware of the training guru who says they've got some all-purpose selling methodology. You've got to pay attention to broadening your salespeople's skills as markets and sales tasks change.

Getting your sales team on board with your strategy shouldn’t be an afterthought, Harvard Business School professor Frank Cespedes argues. After all, the engine of many businesses is a strong sales core. But aligning your strategy with sales isn’t just about communicating your ideas effectively. You have to hire carefully and use smart incentives to guide sales behavior.