On average, companies deliver only about 50% of the financial performance that their strategies and sales forecasts promise. This keynote will focus on ways to close that gap, improve selling and strategy in your organization, and the implications for learning, development, and performance management practices. Informed by his experience as a business manager, board member, and professor at Harvard Business School for 20 years, Frank Cespedes will outline what research can tell us about what is, and is not, changing in many sales situations. He will also leave attendees with diagnostics that they can use when they return to their organizations.