Accounts Payable and Performance Management

What You Don’t Know About Sales Can Hurt Your Strategy

Harvard Business Review

SEPTEMBER 8, 2014

But creating value also requires senior executives to get more serious and knowledgeable about performance-management issues in sales. Accounts payables accumulate during selling, and accounts receivables are largely determined by what’s sold, how fast, and at what price.

Sales

Sales Sales Accounts Payable Assets

Don’t Turn Your Sales Team Loose Without a Strategy

Harvard Business Review

DECEMBER 15, 2015

To avoid this, some companies establish a Strategic Deal Profile — guidelines and parameters that its sales force can use in conversations with actual customers — and make it part of selling behaviors through performance management practices. For most firms, the biggest driver of cash out and cash in is the selling process.

Sales

Sales Sales Hospitality Accounts Payable

OrgDev Digest

What You Don’t Know About Sales Can Hurt Your Strategy

Don’t Turn Your Sales Team Loose Without a Strategy

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