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| Author: | Strelsin, S. C. Mlot, S. |
| Title: | The art of strategic sales alignment |
| Journal: | Journal of Business Strategy
1992 : NOV-DEC, VOL. 13:6, p. 41-47 |
| Index terms: | SALES MANAGEMENT STRATEGY COMPETITIVENESS TELECOMMUNICATIONS INDUSTRY CASE STUDIES |
| Language: | eng |
| Abstract: | As companies move through the stages of their corporate life cycle, many of them fail to adjust their sales model to meet new business requirements. This problem is illustrated here with a case study of a major telecommunications organization. Three steps for long-term planning are defined: developing a consensus vision of the leadership, assessing opportunities for and threats to this vision in light of anticipated competitive change, determing the shape and role of sales and marketing in the future. |
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