Publications
Publications
- December 2023
- Top Sales Magazine
Looking Forward – To Better Strategy-Sales Coordination
By: Frank V. Cespedes
Abstract
Business decisions are about tomorrow, not yesterday. A key to looking forward in most firms is the annual strategy meeting, where linking sales efforts with strategy is vital for implementation and profitable growth. But according to surveys, less than half of employees say they understand their firm’s strategy, and the percentage decreases in responses from employees in sales and service. This disconnect is often due to factors discussed in this article: the length and level of discussions in the planning process itself, confusion between capital budgeting and strategic choices, lack of communication between the C-Suite and customer-facing groups, and a gap between planning rhythms versus buying realities and the implications for sales decision making.
Keywords
Citation
Cespedes, Frank V. "Looking Forward – To Better Strategy-Sales Coordination." Top Sales Magazine (December 2023), 26–27.