Top Highlights

• the right incentives,
• developing a performance culture,
• Conversely, daily sales practices affect strategy and ongoing strategic options: those selling efforts—successful or unsuccessful, focused or diffused, smart or stupid—constrain and redirect strategies in various, often unintended ways.
• measured and coached in performance reviews. The company also needed a cultural change in how field information gets back to management.
• In fact, few strategic plans even mention sales activities in relation to financial goals, brand aspirations, and alleged competitive advantages.