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

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10

Sales Force Environment

Performance Reviews and Measuring Effectiveness

Performance reviews and the metrics used to evaluate performance are crucial alignment tools. They powerfully influence the sales environment in which strategy is or is not executed in the field. This chapter concerns the why and how of performance feedback and measuring sales effectiveness.

Performance Reviews

Performance reviews are among the most underutilized levers for influencing behavior in most organizations. HR executives repeatedly bemoan the managerial avoidance and cursory drive-by status of reviews in most firms. A typical result is that everyone is above average until budget constraints make cuts genuinely shocking to those let go. Here I want to focus on ...

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