White Papers & eBooks

Planning for growth

What reality and research say about achieving scalability, predictability, and transparency in the sales organization

  • Discover twelve trends that cultivate a more adaptable and integrated sales organization
  • Explore key data points from the Dresner Advisory Services 2022 Sales Performance Management Market Study
  • Explore how scalability, predictability, and transparency can drive transformational growth in the sales organization
  • Learn the 15 key questions sales leaders can ask themselves to achieve scalability, predictability, and transparency
Planning for growth ebook image

Introduction

A multitude of global events including the COVID-19 pandemic, inflation, economic headwinds, and geopolitical uncertainty have inspired sales leaders to recalibrate their approach to selling in an increasingly dynamic and demanding environment. Even organizations with a foundation of solid growth and established forecasting processes continue to face challenges such as:

  • Customers shifting their spending and reconsidering investment in products and services
  • Sales cycles lengthening as sales teams struggled to obtain the approvals needed to close deals
  • The culture of selling becoming increasingly remote, making it more difficult to source opportunities and access stakeholders
Table of contents
  • Introduction
  • Cultivating a more adaptable and integrated sales organization
  • Journey to transformational growth through sales performance management
  • Three aspirations to achieve transformational growth
  • Conclusion