Displaying articles, webcast archives, and management tools for the category "Strategy & Planning". Click here to see upcoming events for this category.
Webcast • Strategy & Planning
Sales Effectiveness in the New Sales ParadigmJanuary 25, 2012
New Research on Sales Force Effectiveness From Forrester
Companies across all industries are rethinking their selling systems. Under continued pressure to improve productivity without raising selling expense, sales forces must now respond to disruptive changes in how customers buy. Empowered, digitally-armed and connected buyers are exerting greater co
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
Webcast • Strategy & Planning, Sales Operations
Sizing the Sales ForceJune 22, 2011
Do we have the right sales force size? That’s a question many CxOs ask this time of year at the approach of the budgeting and planning season. This SMA webcast provides useful frameworks for answering this perennial leadership question. Led by Charlie Thompson, Principal at Axtri
Webcast • Strategy & Planning, Sales Force Roles, Sales Technology, Sales Compensation, Sales Operations
Maximizing Return on Sales Headcount InvestmentJune 09, 2011
Sales payroll is the largest component of selling expense for most firms. Realizing return from sales headcount investments involves much more than simply hiring the best available talent and turning them loose. For large sales organizations, maximizing sales headcount ROI is a mul
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
Webcast • Strategy & Planning, Sales Technology, Sales Operations
Online Experts' Exchange: Aligning Sales TerritoriesJanuary 11, 2011
Assigning territories are high-stakes decisions for sales organizations; firms who use an analytical approach to optimizing sales territory assignments stand to unlock a significant productivity gain. In this SMA Online Experts’ Exchange panel discussion, we review three perspectives on opt
