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

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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Webcast

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

Research Update: Inside Sales Trends

July 21, 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. Join us for this first look at research results and expert commentary from SAP Global Vice Preside

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Webcast

Webcast • Strategy & Planning, Sales Operations, Selling Effectiveness, Sales Performance Management

Pursuit of Performance: Findings from the 2014 Miller Heiman Sales Best Practices Study

June 20, 2014

  Learn how trends in the complex business to business landscape are evolving with the latest findings from the 2014 Miller Heiman Sales Best Practices Study. In this webcast, Joe Galvin shares for the first time the collection of behaviors that lead to World Class Sales Performance in t

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Webcast

Webcast • Strategy & Planning, Leadership Development, First Line Sales Management, Sales Performance Management

Mastering Sales Force Change

May 05, 2014

  Implementing sales organization change is notoriously difficult. Yet sales organizations are frequently faced with circumstances that require large-scale change initiatives. How do successful firms drive change in the sales organization? This webcast reviews critical success factors as

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Webcast

Webcast • Strategy & Planning, Sales Technology, Sales Operations, Analytics, Sales Performance Management

Course Correcting the Sales Plan

March 14, 2014

  You started the year with a bulletproof sales plan – one that aligned resources with opportunity, calibrated achievable performance targets, and offered clear direction to the sales force. But as Q1 closes, troubling issues are emerging – issues that may disrupt sales produ

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Webcast

Webcast • Strategy & Planning, Sales Performance Management

Management’s Sales Planning Tune-Up

February 13, 2014

  Effective sales plans require a wide-ranging set of inputs: performance targets, segmentation strategy, territory and quota assignments, expense projections, incentive compensation approaches, and more. Bulletproof plans distinguish sales organizations that execute flawlessly from thos

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Webcast

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

Fixing Forecast Accuracy

January 17, 2014

  Forecasting accuracy is a problem for sales organizations. Too often forecasts reflect little more than a sales force’s collective intuition about future results. Not the reliable predictor management needs.   New approaches to forecasting are proving much more valua

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Webcast

Webcast • Strategy & Planning, Sales Technology, Sales Operations, Analytics, Sales Performance Management

Making Sales Forecasts a Reality

September 05, 2013

Achieving the sales forecast requires fact-based decision-making and resource allocation. Successful sales organizations that routinely achieve their sales goals, address the following preliminary questions in developing their execution plan:   How many resources do we have and w

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Webcast

Webcast • Strategy & Planning, Selling Effectiveness

Assessing Sales Force Effectiveness

August 07, 2013

Managing high performing sales forces begins with defining success. It also depends upon management’s ability to correctly diagnose performance issues, surface root causes, and introduce corrective measures. This webcast presents a framework for identifying, measuring, monitoring, and manag

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