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

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Presentation Bank • Strategy & Planning

Linking Sales Execution With the Business Plan

November 09, 2010

Most corporate business plans are clear on the sales organization’s performance objectives; that is, they tell us “how much” the sales organization is required to produce. What’s often missing: the “how?” In this Sales Management Association webcast, we re

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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, Leadership Development, First Line Sales Management, Sales Training

Six Emerging Trends in Sales Force Effectiveness for Sales Managers

February 24, 2013

The past few years have unlocked unprecedented innovation in the areas of sales force effectiveness. More than ever, sales managers have tools at their disposal to help them improve the productivity and success of their sales teams. In this webcast, we discuss six emerging trends that could be th

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Webcast

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

The Importance of Key Performance Indicators in Sales Performance Management

July 24, 2012

Key Performance Indicators (KPI's) are performance metrics that drive important management decisions. There are many commonly-used sales performance metrics, including total sales revenues, number of products sold, average order value, and year-to-date sales. Individually, these metrics yield

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conference archivesThis resource is only available for Archive Eligible members

Conference Archives • Strategy & Planning, Sales Operations, Analytics

Analytics for Measuring Sales Force Effectiveness

October 19, 2011

How do sales leaders know if their sales teams are effective? What measures provide the most accurate insight? Common measures of “effectiveness” include the sales force’s ability to achieve goals set by management; their production of sales revenue, profit, or volume; or their

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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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Webcast

Webcast • Strategy & Planning, Leadership Development, Sales Transformation

Transforming the Sales Organization: Change Framework and Case Study

November 13, 2012

Sales transformation is not about tweaking your sales comp plans or having a one-day offsite workshop to review your sales objectives. If transformation were that simple, wouldn’t all under-performing sales organizations be transformed by now? Wouldn’t every sales team exceed its targ

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management tool

Management Tool • Strategy & Planning

Strategic Sales Plan - A Suggested Format

February 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

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Webcast

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

Analyzing Sales Productivity: Using Workload, Opportunity, and Performance Metrics For Sales Territory Intelligence

September 08, 2012

Measuring sales force effectiveness is more than simply counting revenue or customer wins. True effectiveness metrics consider performance in the context of available opportunity, and the productivity of assigned sales resources. Using this approach as the basis for deploying salespeople and defi

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Presentation Bank • Strategy & Planning, Sales Operations

Sales Operations: Enabling Business Strategy

July 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

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