What Senior Executives Should Know About Sales

Frank V. Cespedes

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Article | European Business Review | September–October 2016

What Senior Executives Should Know About Sales

by Frank V. Cespedes

Abstract

Business is more complex, data more abundant, and more specialists are needed to stay up-to-date with functional best practices. As a senior executive, you can worry all you want about disruption, but you need a salesforce aligned with strategy to do something about it. This article discusses how investments in sales affect core levers of enterprise value creation (and destruction).

Keywords: Salesforce Management; Management Teams;

Format: Print