Lack of Alignment

One of the findings that surprise most executives is when their sales managers’ strategies are not aligned with those of the CEO.

In most companies, the CEO is usually certain that the strategies are concrete, sound and have been communicated effectively. In most of those same companies, sales management is directing the field to execute those strategies in a completely different way.

Some of the reasons for this are:

  • Interpretation
  • Prior experience
  • Doing what’s comfortable versus Following the Plan
  • Vague communication
  • Lack of direction
  • Lack of coaching from above
  • Lack of discussion
  • Assumptions
  • Unrealistic strategies
  • Inexperienced sales managers

We will help identify any alignment issues and help you get the team back on the same page.

Additional Reading:

Sales Force Alignment with Market Strategies

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