Sooner or later, most sales organizations substantially revise their sales strategy. These changes, which can include shifting targets, value propositions, channels, and sales process, must be accompanied by a corresponding realignment of salesperson assignments and performance expectations. Nimble sales forces can execute these changes quickly, using flexible planning approaches that tame complexity and provide visibility into important decisions. This is done in part by modeling future outcomes, incorporating scenario planning and what if analysis to project decision impacts.
In this web panel we review best practice planning approaches for adapting sales territories and quotas with changes in sales strategy, and review technology tools that enable responsive planning.
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