Welcome to today's episode of the 'Selling the Cloud' Podcast! We are thrilled to have Frank Cespedes as our guest. Frank is a Senior Lecturer of Business Administration in the Entrepreneurial Unit at Harvard Business School. With a wealth of experience in running businesses, serving on boards for start-ups and corporations, and consulting globally, Frank brings a unique perspective to our discussion. He is the author of six books, including our topic for today, Aligning Strategy and Sales.

In this episode, we dive into these key areas:

• The importance of clear communication of strategic choices to sales teams.
• Common challenges in aligning sales with strategic objectives and ways to overcome them.
• Integrating internal performance management factors with external market characteristics.
• Strategies for recruiting and developing salespeople who can execute the strategy effectively.
• Key considerations for developing metrics that evaluate and reward performance in line with strategic goals.

Frank Cespedes, Author "Sales Management that Works"

Co Hosts Mark Petruzzi and Cathy Minter

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