Sales Planning and Strategy: Optimizing Resources, Tactics, and Outcomes

5 March 2013


Recent surveys of sales, sales operations, and executive leaders found that optimizing “sales strategy” is expected to have the greatest impact on sales force productivity. (Greater than improving pipeline management, quota setting, sales compensation, or sales training.) Given it’s perceived importance, you’d think most companies would be good at sales strategy, but experience and research indicate otherwise. In fact, many firms aren’t sure where to focus their sales strategy development efforts.

This webcast focuses on the hallmarks of effective sales strategy, and approaches for making sales strategy easily understood, actionable, and aligned with available resources.

Topics include:

  • Defining actionable strategy and its essential inputs
  • Channel strategy implications
  • Sales role definition that supports strategy execution

Presented by Mercer’s Shawn Rossi

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