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, 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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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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