Closing the Strategy Sales Gap

For companies seeking to grow (and isn’t every company?), the most crucial connection is between sales and strategy. Yet in most companies, instead of a strong connection, there is a widening gap. Today, U.S. companies invest almost $900 billion annually in their sales forces, yet companies deliver only 50—60% of the financial performance that their strategies promise. That’s wasted money and managerial effort.

In his book Aligning Strategy and Sales, Harvard Business School Professor Frank Cespedes focuses on closing this gap by establishing effective connections that improve both sales and strategy. Cespedes deals with defining the specific goals of strategy, articulating strategic choices, and developing effective control systems.

On June 30, 2014, Cespedes will lead an interactive Harvard Business Review webinar dedicated to closing the gap between strategy and sales. Cespedes will share practical know-how, emphasize the role of processes and systems, and provide advice that will drive performance.

If your organization wants to see your strategy become a reality and wants to deliver on your goals, register to watch HBR and Frank Cespedes.

Gary Simon
Featuring Frank V. Cespedes, who has been a senior manager, board member, consultant, and professor at Harvard Business School, as well as the author of Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling

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