Harvard Business School professor Frank Sesvides argues that getting your sales team on board with your strategy shouldn't be an afterthought. In this episode, you'll learn how hiring, compensation, performance management and leadership development can help your company align its strategy and sales. Just a note: we recorded this by phone.
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.