Displaying articles, webcast archives, and management tools for the category "Strategy & Planning". Click here to see upcoming events for this category.
Webcast • Strategy & Planning, Coaching for Performance
DePaul Center for Sales Leadership Research Update: What Drives Superior Sales Performance?April 13, 2012
Dave Hoffmeister, Executive in Residence at the DePaul Center for Sales Leadership, provides a research briefing on the important characteristics of high performance sales organizations recently identified in the Center's biennial Sales Effectiveness Survey. Conducted over a six-month period
Webcast • Strategy & Planning
Fifth Third Bancorp: How to Execute a Customer Focused Sales StrategyMarch 22, 2012
Is your sales team prepared to execute on your 2012 strategy? Strategy execution across a large sales organization requires tight alignment across six dimensions, including: Strategy: Linking sales strategy to business strategy, and Talent: Equipping sales leaders and professionals
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”
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
