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), this session covers:
- A framework for understanding and explaining sales strategy.
- Methodologies for setting sales strategy.
- How sales organizations should align sales strategy with corporate objectives.
- How strategy should influence sales structure, including selling roles, channels and other “go-to-market” investments.
Presented by David Fritz, President, Growth Solutions, LLC.