Enterprise Transformations, It's all About Performance Management

Sales Planning - "What you plan now, you will harvest later!" - Og Mandino, Author of The Greatest Salesman in the World Sales planning is about allocating resources, aligning markets, and managing quotas to attain strategic goals by leveraging resources, capabilities, and opportunities. The strategy is executed by resources on the ground level, so it is crucial that the leadership sets achievable-stretch goals by considering drivers such as customer behaviors, market trends, and demographics. An organization is setting itself for failure if reps are not optimistic about their targets or if markets are over or underserved. In theory, it sounds simple to organically grow or balance territories to serve the best client with the best reps, however, bigger the business, more complex it's resource and market allocations become. Quota assignment is both - art and science, in addition to resource and territory assignment one must figure out if a) top-down targets are realistic,