How effectively does your sales organization translate strategy into action?
Ignite Selling partnered with The Sales Management Association to examine how organizations manage sales organization strategy, the decisions and practices that contribute to effective strategy execution, and the relationship between those practices and sales performance.
The research explores three fundamental questions:
- What strategy-related practices are most important to sales organizations?
- Which management decisions and capabilities are associated with more effective sales strategy?
- What is the relationship between effective sales strategy management and achieving sales objectives?
About the Research
The study surveyed respondents from small to very large organizations across industries, with the distribution skewed toward mid-sized and larger organizations. Participants were management-level and above practitioners in sales leadership, sales management, and sales operations and effectiveness.
The research examines a broad range of elements involved in managing sales organization strategy, including sales processes, expected sales behaviors and skills, buying criteria, customer value propositions, decision makers, pipeline management, salesperson performance measures, and salesforce deployment.
What You’ll Learn
The research brief provides practical, research-based insights into how leading sales organizations approach strategy execution and where organizations have opportunities to improve. Inside the brief, you’ll discover:
- Which elements of sales organization strategy organizations consider most important
- Where organizations are most and least effective in executing those elements
- How management guidance, goal setting, and salesperson priorities relate to sales performance
- The importance of translating strategy into specific salesperson behaviors and activities
- How sales learning, development, and coaching can support strategic change
- The capabilities that represent the greatest improvement opportunities for sales organizations
The findings provide sales leaders and sales effectiveness professionals with a clearer view of where to focus management attention, strengthen execution, and better connect sales strategy with measurable business performance.
Complete the form below to access the full research brief and explore the findings from the joint Ignite Selling and The Sales Management Association study.