Sales Strategy & Execution (Implementation Plan (Duration, dates - by…
Sales Strategy & Execution
'As-is' and 'to-be' analysis
What does not work?
What is the impact for the company? For sales business unit?
What is the opportunity? Why and how?
What is its relevance for our company?
What if we don't change anything?
SWOT is commonly used for this purpose
What do you expect from sales function? This is based on the 'As-is' and 'To-be' analysis
Should be SMART
Realistic (challenging but realistic)
Specific - understandable for all
Strategy setting - the Sales Plan
Should take into account:
Customer profiles, changes in customer profiles
Consumer preferences - how it is expected to evolve
How to be more competitive
Dynamics of the market
Changes in products/services/offerings
How to get to the goals
Place in the sector (present and future)
How to be more proactive - lead in the market
Industry/sector and how it evolves
How to differentiate
Coverage plan (sales force planning, channel organization, account relationship strategy)
Sales cycle definition (opportunity engagement definition)
Tactical and strategic action on the part of each salesperson and sales manager to reach the target
Duration, dates - by when?
Expenses associated, resources - with what?
People, functions, departments - Who is to get it done?
Actions, events, facilities - what is to be done?
Important: trace all expected/unexpected results, manage extended teams, communication, develop back-up plans
Monitor any derailment form the plan
Questions to ask:
Are the measurements realistic?
Any issues? Internal? External?
Has the identified resources been adequate?
Have we met the goal?