For companies seeking to grow, the most crucial connection to make is between sales and strategy. Yet in most companies, instead of a strong connection, there is a widening gap. In his book Aligning Strategy and Sales, Harvard Business School Professor Frank Cespedes focuses on closing the gap by establishing effective connections that improve both sales and strategy. Cespedes focuses on defining the specific goals of strategy, articulating strategic choices, and developing effective control systems.
Next week Cespedes will lead an interactive Harvard Business Review webinar dedicated to closing the gap between strategy and sales. He will share practical know-how, emphasize the role of processes and systems, and provide advice that will drive performance.
In the Harvard Business Review paper The New Science of Sales Performance, it is revealed that U.S. companies invest almost $900 billion annually in their sales forces. Yet, even with that budget companies deliver only 50—60% of the financial performance that their strategies promise. Digging deeper, it is not surprising then that nearly 58% of sales reps are struggling to meet current quotas. That’s wasted money, resources, and managerial effort.
If your organization wants to see your strategy become a reality and wants to deliver on your goals, join HBR, Frank Cespedes and Anaplan on June 30. Register now!