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 review approaches for linking the specific action plans for sales execution with the business plan. Session attendees will learn to bring proven process discipline and analytical rigor to the sales planning effort as a way making the business plan actionable to sales leadership. Areas of focus include territory sizing and deployment, workload optimization, sales quota allocation, and incentive compensation alignment.
Session presenters are Dan Caldarera, a sales operations leader with more than 20 years experience with Johnson and Johnson, and Ken Kramer, Director at TerrAlign Group.