Strategy

The Sales Right Sales Strategy to Achieve Your Business Objectives

Whether you are looking to enter a new market or trying to figure out why you aren’t getting the results you think you should, the first step is your sales strategy.

For organizations looking to enter a new market, it is critical that the sales strategy developed is suited to that market and the strengths of the business. All to often, companies take a carbon copy of what works in one market and assume that it will work in another. And when the strategy is off, it is often too late to correct once results fail expectations.

And for those current executing, if results are falling short, before you blame it on the team or the customers, make sure that your strategy is tuned to what you are trying to achieve in your market.

Engage Selling helps organizations develop and review sales strategies to ensure they meet their business objectives. This includes a comprehensive analysis of requirements in the following areas where appropriate for the given client:

Sales Organization

To provide the appropriate organization to achieve the team’s objectives, the definition of the optimal sales organization:

• Organization – Reporting structure and roles that are tuned to the organization, target prospects and team strengths.
• Job Profiles – Definition and assessment of skills, knowledge and experience requirements for current and prospective team members.
• Environment – Physical location and working environment designed to optimize performance.
• Territory Design – Mapping target prospect location and characteristics to team structure and individual responsibility.

Sales Process

For each high-level stage in the sales process, defining the sales approach and techniques to be used:

• Prospecting – Identifying prospective customers using multiple channels including leveraging phone, networking, social media and influencer strategies.
• Qualification – Determining if prospects represent opportunities to be pursued based both on general and business-specific qualification criteria.
• Solution Development – Identifying prospect needs and developing a solution that articulates value, meets technical requirements and includes value-based pricing.
• Closing – Finalizing deals including negotiation and objection handling strategies.
• Account Management – Leveraging existing account relationships for up and cross sell opportunities as well as referrals.

Sales Performance Management

Aligning compensation with objectives, setting clear performance expectations and providing sufficient visibility:

• Compensation Plan – Aligning desired business and revenue results with compensation.
• Key Performance Indicators – Specific activity based metrics to set expectations and measure individual performance.
• Pipeline Management – Reporting mechanisms that provide accurate representation of the current status of opportunities.

Sales Training and Support

Maximizing individual and team productivity in alignment with the defined sales strategy:

• Sales Tools – Tools to reinforce sales desired sales techniques including sales scripts, objection handling guides, buyer value profiles, etc…
• Sales Training – Initial and on-going development of skills and knowledge with accountability for individual implementation.
• Rollout Plan – Activities and milestones to implement new or updated sales strategy.