Friday, August 15, 2008

Are Your Sales Strategies Aligned to Your Corporate Top Line Growth Strategy

In their book “Spitzenleistungen im Vertrieb” (Excellence in Sales). Holger Dannenberg and Dirk Zupancic are telling us that according to a sales excellence study - carried out in 14 countries with 747 companies responding- almost twice as many companies ranked as top sales performers confirm that sales aspects are integrated in their corporate strategy; compared to the companies considered the lowest sales performers among the responding companies

Alignment of corporate and sales strategies seems thus to contribute to better sales performance. Questions coming to mind are then: How can you get to alignment? How do you know whether you have alignment? And what are possible consequences if you do not have alignment?

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