Publications
Publications
  • March 9, 2023
  • Article
  • Sales & Marketing Management (website)

Linking Growth and the Frontline

By: Frank V. Cespedes, Jay Galeota and Michael Wong
  • Format:Electronic
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Abstract

Most strategies are about growing the business. But about one quarter of companies do not grow at all and, even before the pandemic, only one in eight achieved more than 10% revenue growth annually, according to data from S&P Global regulatory filings. One reason is a failure to connect C-Suite initiatives with the frontline people who deal with the source of growth: customers. This link is especially important in a slower-growth, inflationary environment, and this article discusses three key elements in linking growth and frontline behaviors.

Keywords

Growth and Development Strategy; Customer Focus and Relationships; Competency and Skills

Citation

Cespedes, Frank V., Jay Galeota, and Michael Wong. "Linking Growth and the Frontline." Sales & Marketing Management (website) (March 9, 2023).

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