Displaying articles, webcast archives, and management tools for the category "Strategy & Planning". Click here to see upcoming events for this category.
Research Brief • Strategy & Planning, Sales Technology, Sales Operations
Modern Selling: Managing by Exception, Enabled by AnalyticsMarch 08, 2012
Trying to recover ground lost during the recession, many sales organizations are pursuing traditional tactics to increase revenues. They are putting more “feet on the street” and raising quotas or even doing both. They’re hoping that more quota or “demand”
Research Brief • Strategy & Planning, Sales Operations
Supply Chain Has an Operations Plan. Does Your Sales Force?December 21, 2011
Companies typically apply operations strategy to the supply chain, establishing clear principles and processes for operating, directed at specific goals such as reducing costs and speeding up delivery times. The leaders of consulting firm Sales Economics, Inc., explain that applying the same kind
Conference Archives • Strategy & Planning, Sales Technology, Sales Operations
The Science of Sales Force DeploymentOctober 19, 2011
From SMA's 2011 Sales Productivity and Performance Management Conference
Management's impact on sales productivity begins before the first sales call is made, when the sales deployment model is established. Sales deployment decisions define the who, what, when, where, and how of customer coverage - addressing how many and what type of salespeople will contact whic
Conference Archives • Strategy & Planning, Coaching for Performance
Moneyball in SalesOctober 19, 2011
In the 2003 best seller and now major motion picture "Moneyball," we learn how Oakland A's general manager Billy Beane used data-driven management to reshape a laggard major league baseball team into a world-class winner. Instead of focusing on traditional metrics, Beane discovered
Conference Archives • Strategy & Planning, Sales Force Roles, Channel Management
Go To Market Strategy: Practical Approaches to Design, Optimization, and AssessmentOctober 18, 2011
A special workshop presented at SMA's 2011 Conference
Go-To-Market (GTM) Strategy describes how a firm's goods and services reach its customers. Sound GTM strategy ensures the right value propositions reach the right buyers in the most efficient way. In this workshop, Axtria's Charlie Thompson leads participants through a practical framework
Presentation Bank • Strategy & Planning, Sales Operations
Sales Operations: Enabling Business StrategyJuly 01, 2011
From our recent sales operations workshop at DePaul University
Sales Operations is rapidly becoming a function critical to achieving sales excellence, maintaining a competitive edge, and expediting the execution of new business strategies. In this workshop presentation, Sales Economics' Alejandro Erasso and Matthias Linnenkamp examine how Sales Operation
Management Tool • Strategy & Planning
Strategic Sales Plan - A Suggested FormatFebruary 01, 2011
Planning is a critical discipline for sales leadership, and fundamental to success at every level in the sales organization. Effective sales plans analyze past performance, reveal coherent strategy, clarify sales objectives, and detail actionable steps required to achieve goals. This suggested st
Presentation Bank • Strategy & Planning
Linking Sales Execution With the Business PlanNovember 09, 2010
Most corporate business plans are clear on the sales organization’s performance objectives; that is, they tell us “how much” the sales organization is required to produce. What’s often missing: the “how?” In this SMA webcast, we review approaches for linki
Academic Research • Strategy & Planning
The Motivation HubJuly 09, 2010
Effects of Goal Setting and Self-Efficacy on Effort and New Product Sales
This study examines the effects of goal setting on salesperson effort and new product sales. Employing the motivation hub’s theoretical framework, company-assigned goals (i.e., quotas), self-set goals, and self-effi cacy are modeled as antecedents to selling effort and new product sale
Research Brief • Strategy & Planning
Sales Territory AlignmentJanuary 23, 2010
Trends and Best Practices
Businesses invest heavily in deploying field forces to service customers and increase revenues. Field resources may expand or decrease depending on business conditions, but the central challenge remains the same. It’s critical to ensure that these field resources find their targets, de
