As strategic as revenue generation is to the firm, the sales organizations charged with doing it are often not strategic at all. They are more likely to concentrate on tactics and execution, often to the exclusion of planning and strategic decision-making. This is most apparent when sales organizations implement significant change. Without aligning strategy and sales force activity, these initiatives take on a “ready, fire, aim” quality.
In this webcast, we review recently concluded Sales Management Association research on how sales organizations manage strategy – the planning and decisions that establish priorities, focus resources, and guide effort. And, we identify the managerial capabilities in strategy that distinguish high performing sales organizations from others. The session focuses on strategy’s role in implementing change in the sales organization.
Topics include:
- How sales organizations articulate strategy
- Linking strategy with sales objectives
- How to effectively manage sales goals
- Identifying, aligning, and fostering the sales behaviors that support strategic priorities
- Leading strategic change in the sales organization
This session is free to join and open to the public. Become a basic member ($0), login, and return to this page to register.
