Setting revenue goals is one thing. Defining the sales strategies that will enable performance (and ideally over-performance) on those goals is quite another. As with most things in life, the “how” is where things get tricky.
The year is more than half over. Sales leaders all over the world are pivoting on the plans they laid out at the beginning of 2016 — or even starting to build out the targets for 2017.
There’s no need to go into sales planning blind. Recent research conducted by McKinsey & Company revealed five sales strategies that have propelled market leaders to their lofty positions. Check out the data and “copy off the smart kids” — we won’t tell.