What to do when Top Down Goals Collide with Bottoms Up Reality
Webinar  Details:

Date: Wednesday, 4 December 2019

Time: 1:00 pm Eastern to 1:45 pm Eastern

SiriusDecisions research shows that only a little more than half of sales organizations complete their sales planning process prior to the start of the fiscal year and 34% modify quota, comp or account assignments after initial implementation – introducing uncertainty and delay in the selling motion. Often times the delay and rework are driven by a gap between top-down expectations for growth run headlong into the reality of “bottoms-up” execution. Even carefully designed plans can run headlong into the reality of sales turnover, time to hire and ramp times, as sales and sales operations leaders struggle to rapidly expand sales capacity and productivity.

Join this webinar as we discuss:

An approach to sales planning that includes a sales production plan (aka bottoms-up plan) that projects expected bookings based on historical performance

Options for addressing the gap between top-down goals and the bottoms-up plan

Real-world examples, key learnings and practical advice from sales and sales operations leaders on ways to quickly address revenue shortfalls



B2B sales organizational and leadership development champion. Providing transformational insight to sales strategies and then bring them to life by identifying the best talent, processes, and technologies. Dozens of examples of disruptive change to several industries and verticals that grow market share and optimize sales expense. Finds revenue growth from lead generation to specialized sales roles to account development.

Ben Simms

VP, Commercial Client Services, MarketSource

As the Service Director for Sales Operations Strategies, Steve manages and sets the direction for the sales operations research team. The team provides best practice research, benchmark data, frameworks, models and thought leadership to guide and enhance a b-to-b organization’s sales operations strategy and execution. Steve covers a broad range of critical sales operations topics, including planning, lead management, sales compensation, analytics, sales forecasting, and sales technologies.


Steve Silver

Service Director Sales Operations Strategies, Forrester/SiriusDecisions

At MarketSource, an Allegis Group company, we believe better sales begin with better relationships. Our proven alternative to traditional outsourced sales is led by a proprietary process that helps businesses thrive by fostering deeper connections between people and brands.