Displaying articles, webcast archives, and management tools for the category "Strategy & Planning". Click here to see upcoming events for this category.

research

Research • Strategy & Planning, Sales Technology, Sales Operations, First Line Sales Management, Analytics

Research Brief: Sales Force Attitudes on Forecasting

November 17, 2016

Sometimes we ask our members, who are sales effectiveness leaders and senior sales leaders, to name their most vexing challenges. A topic that always comes up? Sales forecasting.   It’s easy to see why. In many leaders opinions’, forecasting is undertaken with uncertain objec

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research

Research • Strategy & Planning, Sales Process Management

Research Brief: Sales Planning Practices

April 05, 2016

  Sales organizations demand a daunting breadth of planning expertise: from prioritizing high-level objectives to align with firm strategy, to allocating limited resources to adequately cover opportunities, to establishing tactical performance goals at multiple levels within the organiza

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research

Research • Strategy & Planning, Sales Process Management, Sales Operations, Analytics

Research Brief: Sales Forecasting Effectiveness

April 08, 2015

  This research examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We identify core practices, processes, and resources considered essential to forecasting; reveal factors that con

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management tool

Management Tool • Strategy & Planning, Sales Meetings

Annual Sales Meeting Toolkit

November 17, 2014

  The annual sales meeting is an important event to set the tone for the year with your sales teams. It is the perfect time to communicate strategy, set priorities, and generate excitement for the year. We have organized a toolkit to help you get started.

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management tool

Management Tool • Strategy & Planning, Sales Meetings

Annual Sales Meeting Survey

November 17, 2014

The Sales Management Association’s recent research identified “lack of field input on prioritized meeting content” as a frequently cited shortcoming of annual sales meetings. This document provides a survey tool for use in soliciting field input on their content priorities, and

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research

Research • Strategy & Planning, Sales Force Roles, Channel Management

Inside Sales Trends

November 07, 2014

  Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Research topics include:   Current approaches in inside sales force deployment

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academic research

Academic Research • Strategy & Planning, Leadership Development, Sales Training

The Role of Top Management in Developing a Customer-Oriented Sales Force

January 02, 2013

Subhra Chakrabarty, Gene Brown, and Robert E. Widing II

Reprinted with permission from The Journal opf Personal Selling and Sales Management. A national random sample of industrial salespeople was surveyed to examine the effects of salespeople’s perceptions of top management long-term orientation, top management emphasis, and top management

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conference archives

Conference Archives • Strategy & Planning, Sales Technology, Sales Operations

Managing Sales Territories for Maximum Sales Force Productivity

October 25, 2012

Well designed territories impact the productivity and efficiency of your sales resources. Effective territory management allows you to quickly respond to changing go-to-market priorities, support the increasing diversity of coverage models and is a critical linchpin of your sales compensation pro

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conference archives

Conference Archives • Strategy & Planning, Sales Transformation

Transforming the Sales Force: How Organizations Are Restructuring, Refocusing, and Reinvesting in the Sales Function

October 24, 2012

Keynote Presentation 2012 Sales Force Productivity Conference

All sales organizations focus on incremental improvement; yet for even the most successful, incremental improvement is not always enough. Large-scale, transformational change initiatives that fundamentally realign sales capabilities may be warranted in response to shifts in buyer preferences, com

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conference archives

Conference Archives • Strategy & Planning, Leadership Development

Leading the High Growth Sales Organization

October 24, 2012

Leading sales teams in a high-growth environment requires a unique combination of skills and an adaptable, flexible management style. In this panel discussion we explore critical management issues confronting leaders at different levels in high growth sales organizations.   Panelists

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