Keynote: Research Insights on B2B Sales Planning Practices

13 October 2015


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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