Best Practice Report

Adapting Sales Operating Plans in a Crisis

April 30th, 2020


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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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.