Publications
Publications
- January 26, 2017
- Harvard Business Review (website)
Executives and Salespeople Are Misaligned—and the Effects Are Costly
By: Frank V. Cespedes and Christopher Wallace
Abstract
This article discusses the results of a survey of senior executives, middle managers, and sales people from companies across a variety of industries. The survey focused on questions about how well their companies’ strategies informed six critical elements of their sales approaches. The results indicate a big gap between the perceptions of executives and sales people. The article discusses reasons for that gap, the implications, and an example of what one leadership team did to link better its business strategy with sales investments and behaviors.
Keywords
Citation
Cespedes, Frank V., and Christopher Wallace. "Executives and Salespeople Are Misaligned—and the Effects Are Costly." Harvard Business Review (website) (January 26, 2017).