Alinhar vendas com estratégia

Na sequência de "Fiquei com curiosidade ..." recordei "Executives and Salespeople Are Misaligned — and the Effects Are Costly":

"The results show that executives feel that they have a high level of understanding of their companies’ strategic priorities, while sales reps — who aren’t typically in the planning meetings, on the conference calls, or roaming the halls with the people crafting strategy — said they did not.
...
The sales force gets better and better at things that leaders and customers value less and less while remaining unclear about performance expectations.
...
In order to achieve alignment, companies need to break these routines and treat causes, not symptoms.
...
They linked strategy to behaviors.
...
They changed their approach to training.
...
They revamped their compensation and performance evaluations."