Keynote: Research Insights on B2B Sales Planning Practices

13 October 2015

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Sales planning allows sales organizations to align with business strategy, organize resources, and prioritize action plans. Sales managers’ planning efforts must encompass a wide range of disciplines, from forecasting and budgeting to establishing objectives at multiple organizational levels.

This presentation details findings from a recently concluded Sales Management Association research initiative on planning practices in business-to-business sales organizations. It includes insights in emerging trends, and prioritized management priorities.

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