EcSELL Institute defines this Pillar as the establishment of structured territory plans for individuals, regions, and divisions that are fair and understandable. Sales planning also includes a systematic methodology for interacting with prospects and clients that leads to increased sales. Finally, the Planning Pillar includes developing effective meeting agendas and formats.
A study conducted by the EcSELL Institute showed that 88% of Sales Managers believe that Planning has a profound impact on productivity, yet only 48% rate their sales management teams as "strong" or "very strong" in this area. (Request a copy of the full report by completing the form at the right.)
You can also download a complimentary copy of the EcSELL Institute Resource Library research document titled "Building Peak Performance Teams". Scroll down and request it in the lower left side of this page.
