Can Sales Strategy Alignment Save Your Career?

September 14, 2014

CEOs and SVPs of Sales often disagree on sales strategy.  The CEO is asking for growth, but is balancing multiple other strategic initiatives.  Sales Leaders are focused on making the revenue growth number.  In addition, product and operations leaders are lobbying for more funding.  The CEO is asking them to achieve specific goals.  If sales isn’t aligned, each department pulls in different directions.  This friction will lead to problems with other functional leaders.  A lack of support from your colleagues will impact your job security.

“When the sales strategy is not aligned with the corporate strategy, the sales team is in conflict with other functions in the company. At times, the internal sale is harder than the opening of a new account. Getting a contract modified, a price exception approved, or a configuration altered can take too much time. The prospect begins to feel your company is difficult to do business with. This can result in losing some deals."

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