Use Your Planning Process to Ensure Sales Results

Sponsored By Go To Market Partners

Topics:

Budgeting & Planning > Business Performance Management , Planning , Strategy

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Abstract:

One of the biggest deficiencies we see in many organizations is a lack of direct linkages between corporate objectives, go-to-market strategies, and sales force behaviors. The three are frequently allowed to operate independently with the tacit (and faulty) assumption that they are all in alignment and working toward a common end. The annual planning process is the time of the fiscal year that these linkages should be deliberately established, and our recent research into world-class sales metrics provides a protocol for how annual planning can be done most powerfully.

DETAILS

Sponsored by: Go To Market Partners

Released: September 17, 2009

Length: 5 pages

Format: PDF (150 kb)

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