Sales Strategy: Operationalizing Corporate Goals

Chief sales officers (CSOs) must evaluate options and select strategies for achieving corporate goals. Sales operations leaders can empower CSOs by creating a sales strategy model for faster what-if scenario testing. Sales planning, which should begin well in advance of a new fiscal year, requires establishing a common terminology to discuss strategy and planning across the organization and calculation and coordination to increase the likelihood of a successful year for the sales organization. This report defines key sales planning terminology and introduces sales strategy levers that CSOs, sales operations, and other sales leaders can apply to achieve corporate goals.