Adapting Sales Operating Plans in a Crisis

April 30th, 2020

Summary

Unforeseen crises challenge even rock-solid operating plans, creating imperatives for organizations to revise their strategic assumptions and budget allocation decisions. Sales leaders and their peers must reassess each element of their operating plans, realigning strategies and reallocating investments on the basis of changed market conditions. Safety and survival dominate in the short term, but preparing for a return to normalcy can turn the challenge presented by a crisis into an opportunity.

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