Chapter 2
The Power of Alignment
Those who build great companies understand that the ultimate throttle on growth for any great company is not markets, or technology, or competition, or products. It is one thing above all others: the ability to get and keep enough of the right people.
—Jim Collins, Good to Great
In this chapter:
- Understand how and why salespeople have become knowledge workers.
- Discover why the shift to consultative selling requires new competencies— and what they are.
- Learn how to leverage competencies and align the sales processes to create a world-class sales organization.
Technology can be replicated. Processes ...
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