Frontline sales management: Your critical growth lever
The plans, structure and processes needed to underpin success – and the leadership capability to inspire peak performance.
Planning is a crucial skill for sales leaders. While plans evolve with circumstances, the underlying strategy remains key.
A well-crafted plan aligns your resources with your business goals, so you can make strategic choices to match resources with opportunities.
Leaders must understand macro and account-level trends to inform these decisions. Successful execution requires clarity on roles and coaching for team success.
In this video, you will:
- Understand the importance and value of having a sales plan.
- Reverse engineer (outputs) revenue to inputs (activity).
- Analyse market-level information to understand trends and challenges.
- Build an Ideal Client Profile (ICP) based on demographic and psychographic data.
Planning tool
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