O'Reilly logo

Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling by Frank Cespedes

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

8

People

Hiring, Development, and Sales Organization

A core performance competency is selecting high-potential salespeople by understanding the behaviors necessary for success, recruiting in accord with those attributes, and training those selected. Because much development in sales is experiential learning by doing, moreover, how the sales force is organized will affect the people you need and the skills they develop. So it's also important to understand the strengths and limits of common forms of sales organization and, in the twenty-first century, how new technologies are affecting the go-to-market tasks involved in aligning strategy and sales.

The People Parts

Most managers never say it this way, but many may resonate with a comment attributed ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required