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

Webcast

Webcast • Strategy & Planning

US Job Market – Economic Update For Sales Leadership

January 29, 2015

  What better way for sales leaders to ring in the New Year than taking a nice look back on 2014’s job market. In this webinar, we will shed light on the employment market as it applies to sales organizations.    We will be taking a deeper look at the economic tre

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Webcast

Webcast • Strategy & Planning

Sales Leadership’s Guide to Sales and Marketing Alignment

January 26, 2015

  There’s lots of talk about aligning sales and marketing. But the truth is, sales and marketing may always butt heads. It’s the natural consequence of competing agendas in resource-constrained corporate environments. This webcast presents effective strategies for sales leade

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Webcast

Webcast • Strategy & Planning, Sales Force Roles, Selling Effectiveness, Sales Performance Management, Territory Management

Organizing the Sales Force to Grow Existing Accounts

January 16, 2015

  We are well-aware of the need for new business, but how often are sales forces leaving money on the table with existing accounts? In this webcast, we will offer insights for enabling the sales force to identify potential, strengthen relationships, and grow opportunities within establis

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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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Webcast

Webcast • Strategy & Planning, Recruiting & Selection

Building Sales Manager Bench Strength

November 12, 2014

  Though most firms acknowledge first-line sales managers’ critical role, few organizations react quickly enough in responding to sales manager turnover. Vacant manager positions have an outsized impact on sales performance, since an entire sales team may be adversely affected. By

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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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Webcast

Webcast • Strategy & Planning, Sales Training, Sales Meetings

Sales Kickoff: A Strategic Approach

November 05, 2014

This webinar will goes through some key areas to consider as you plan your Sales Kickoff meeting. Also shared is research from Sales Management Association around best practices in preparation and planning for sales meetings and ideas around motivating salespeople. Viewers will learn:

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Webcast

Webcast • Strategy & Planning

Preparing the Sales Plan: Best Practice Approaches from High Performing Sales Forces

October 29, 2014

  It’s planning season for sales organizations – a whirlwind of activity that includes reviewing performance, assessing forecasts, assigning growth targets, building budgets, aligning territories, and allocating quotas. Unfortunately, many sales plans don’t produce what

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Webcast

Webcast • Strategy & Planning

Aligning Strategy and Sales

August 20, 2014

  The most crucial connection in an organization seeking to grow is between sales and strategy. US companies, for example, spend more than 3x on sales efforts than they spend on all media advertising and 20x more than the total spent on digital marketing. Yet, research indicates that, on

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