Developing Sales Strategy with 9 Questions
Maximize Sales Potential
If you don't know where your business is going, any road will get you there.
Entrepreneurs, business executives and quite frankly, sales managers are often so preoccupied with immediate issues that they lose sight of their ultimate objectives. That's why developing a sales strategy is a vital necessity.
A well thought out strategy keeps an organization focused and on target despite all the distractions - competitive, economic, employee demands, customer demands. That strategy itself does not guarantee success, but we do know without it, a sales organization is much more likely to fail.
What Does This Mean for You?
The power of developing and executing a sales strategy speaks directly to great sales managers. When you set priorities that align with your organization's Guiding Ideas and corporate strategies, and then, pursue business based on those priorities, we:
- Provide clarity and direction that guides not only our work, but our sales team's work as well, and
- Establish benchmarks by which we can measure our progress in doing what we set out to do.
An effective sales strategy defines specific strategies, tactics and goals of your sales organization. The on-two punch of vision and strategy puts you in league with top performers who rely on strategy to maintain focus, objectively asses their work, and make adjustments that improve their teams' effectiveness.
To effectively develop the needed strategy for and with your sales team, so that you can take more from the market than the market is prepared to give, you'll want to begin by asking these questions.
- What is our Mission?
- What corporate initiatives and strategies are non-negotiable that we must support?
- What is our world of opportunity?
- Which prospects and customers are best for us?
- What is the potential within the 20% of prospects and customers that represent 80% of our opportunity?
- Where will we prioritize our resources of time, focus, energy, effort, and money?
- What is our plan to get in front of these opportunities?
- What is our process for developing account specific plans for our key opportunities?
- What is our specific action plan with dates, activities, and responsibilities?
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