Putting sales at the center of strategy
作者认为公司制定商业战略时必须考虑对销售人员的影响，并提出了几个步骤来更好地协调战略与销售，包括向销售团队阐明战略对客户互动的影响、让销售人员了解战略目标如何影响销售生产力变量，以及识别与战略相关的销售技能并针对性培训。
The author argues that companies shouldn't formulate business strategies without considering what the impact will be on the functioning and effectiveness of their sales staff, and describes several steps firms can take to better align strategy and sales. He says the impact of strategy on interactions with customers needs to be articulated to sales teams. He also maintains sales personnel need to be aware of how strategic goals affect variables that influence sales productivity. It is further recommended that companies identify sales skills relevant to their strategies and focus their sales training on improving those skills