7
From Sales Tasks to Selling Behaviors
Aligning selling behaviors with sales tasks is the essence of performance management in this area of business. As chapter 3 indicated, there are multiple levers to do this. This chapter focuses on a factor that should condition how a firm uses those levers: the translation of strategic choices into an ideal-customer profile and how that affects selling behaviors. For much of this chapter, I'll use a start-up example, because early-stage ventures confront these issues in an especially stark manner. But linking selling behaviors with buying processes is necessary in a start-up or big global corporation.
Beat the Devil: Scaling a Sales Process
It's tough to start a business that gets traction with paying customers. ...
Get Aligning Strategy and Sales now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
