Frank V. Cespedes

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Frank V. Cespedes teaches at Harvard Business School and is the author of Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), from which this article is adapted.

How to Focus Your Sales Team on the Right Effectiveness Metrics

When CEOs look to the VP of sales for a report on the latest results, volume and growth are the usual metrics discussed. But these two points don’t necessarily link sales with strategy. That requires better metrics, for a variety of reasons.
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