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
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
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
Webcast • Strategy & Planning, Sales Force Roles, Sales Technology, Sales Compensation, Sales Operations
Maximizing Return on Sales Headcount InvestmentJune 09, 2011
Sales payroll is the largest component of selling expense for most firms. Realizing return from sales headcount investments involves much more than simply hiring the best available talent and turning them loose. For large sales organizations, maximizing sales headcount ROI is a mul
Webcast • Strategy & Planning, Sales Technology, Sales Operations
Online Experts' Exchange: Aligning Sales TerritoriesJanuary 11, 2011
Assigning territories are high-stakes decisions for sales organizations; firms who use an analytical approach to optimizing sales territory assignments stand to unlock a significant productivity gain. In this SMA Online Experts’ Exchange panel discussion, we review three perspectives on opt
Webcast • Strategy & Planning
Sales Strategy DevelopmentNovember 20, 2010
From SMA's June 2010 Advanced Sales Management Workshop at DePaul University's Center for Sales Leadership
Sales strategy aligns the sales organization with the firm’s business strategy, and provides an action plan for sales performance. One of several archived sessions from SMA's Advanced Sales Management workshop (held in June 2010 at DePaul University's Center for Sales Leadership), t
Webcast • Strategy & Planning, Sales Force Roles, Leadership Development
Leading Transformational Change in the Sales OrganizationNovember 11, 2010
From SMA's June 2010 Advanced Sales Management Workshop at DePaul University's Center for Sales Leadership
Transformational change seems like the “new normal” for sales management. How is the prevalence of large-scale change initiatives changing the role of sales management? What competencies do the best managers bring to sales transformation efforts? How should managers and organizations
Webcast • Strategy & Planning, Sales Operations
Online Experts' Exchange: Forecasting EffectivenessSeptember 23, 2010
“Designing a Systemic Forecasting Approach”
Accurately forecasting sales force performance is a challenge that consistently bedevils sales operations and sales leadership. Sales organizations that reliably produce good forecasts use a systemic approach, guided at multiple levels within the organization, and actively managed for quality. Ho
Webcast • Strategy & Planning
Sales Force TransformationMarch 15, 2010
The Great Recession that followed the 2008 –’09 economic collapse forced many firms to reduce selling expense in the face of declining demand. As recovery dawns, some sales leaders question if their sales organizations have the capacity to fully exploit future growth opportunity.
