Executives and Salespeople Are Misaligned — and the Effects Are Costly
Harvard Business Review
JANUARY 26, 2017
companies spend over $900 billion on their sales forces, which is three times more than they spend on all ad media. Consider a large home energy provider in a mature, commoditized market where deregulation is driving down revenue and profit. Sales is, by far, the most expensive part of strategy execution for most firms.
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