Trending Sources

Salespeople Need a Strategy for Selling to CEOs

Harvard Business Review

A change in sales or other customer-acquisition processes, for example, will affect multiple aspects of their business models: the types of orders their firms get, capacity planning, operations, delivery, post-sales requirements, and daily interactions among these groups. “Sell higher and call on the C-Suite” is probably the most common refrain in business development, and you can see why.

A Closed-Loop Strategy Execution System

Six Disciplines

Plan Operations: improve key processes; develop sales plan; plan resource capacity; prepare budgets. Strategy implementation, in turn, links strategy to operations with a third set of tools and processes, including quality and process management, reengineering, process dashboards, rolling forecasts, activity-based costing, resource capacity planning, and dynamic budgeting. Work The Plan ). Work The Plan , and Discipline V.

A Closed-Loop Strategy Execution System

Six Disciplines

Plan Operations: improve key processes; develop sales plan; plan resource capacity; prepare budgets. Strategy implementation, in turn, links strategy to operations with a third set of tools and processes, including quality and process management, reengineering, process dashboards, rolling forecasts, activity-based costing, resource capacity planning, and dynamic budgeting. Work The Plan ). Work The Plan , and Discipline V.

The Best Sales Leaders Are Trend Hunters

Harvard Business Review

In our international operations, we introduced a three-year sales planning process to get beyond the 90-day mentality of 'How will I make my number this quarter?'" Forward planning must be part of someone's job description — not just part of top-management's lengthy to-do list.