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    Sales Strategy: How To Set Up 2013 For Sales Success

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    saumya_Šš
    The document discusses creating an effective sales strategy with the following key points: 1) A sales strategy is a plan for allocating sales resources to drive costs down and revenues up. 2) Developing a sales strategy is a multi-step process including assessing the performance environment, evaluating organizational design, and conducting a competitive analysis. 3) The strategy should develop buyer personas to tailor the sales methodology to how customers buy. 4) An effective sales strategy is sequenced and linked to the company's overall corporate strategy.

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    Sales Strategy: How To Set Up 2013 For Sales Success

    Uploaded by

    saumya_Šš
    87 views20 pages
    The document discusses creating an effective sales strategy with the following key points: 1) A sales strategy is a plan for allocating sales resources to drive costs down and revenues up. 2) Developing a sales strategy is a multi-step process including assessing the performance environment, evaluating organizational design, and conducting a competitive analysis. 3) The strategy should develop buyer personas to tailor the sales methodology to how customers buy. 4) An effective sales strategy is sequenced and linked to the company's overall corporate strategy.

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    Sales strategy ppt

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    salesstrategy-2013success-130121164915-phpapp02

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    The document discusses creating an effective sales strategy with the following key points: 1) A sales strategy is a plan for allocating sales resources to drive costs down and revenues up. 2) Developing a sales strategy is a multi-step process including assessing the performance environment, evaluating organizational design, and conducting a competitive analysis. 3) The strategy should develop buyer personas to tailor the sales methodology to how customers buy. 4) An effective sales strategy is sequenced and linked to the company's overall corporate strategy.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    87 views20 pages

    Sales Strategy: How To Set Up 2013 For Sales Success

    Uploaded by

    saumya_Šš
    The document discusses creating an effective sales strategy with the following key points: 1) A sales strategy is a plan for allocating sales resources to drive costs down and revenues up. 2) Developing a sales strategy is a multi-step process including assessing the performance environment, evaluating organizational design, and conducting a competitive analysis. 3) The strategy should develop buyer personas to tailor the sales methodology to how customers buy. 4) An effective sales strategy is sequenced and linked to the company's overall corporate strategy.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 20

    Sales Strategy: How to Set Up 2013 for Sales Success

    Sales Strategy
    What is a Sales Strategy? An operating plan for a companys sales force. What does a Sales Strategy do? Allocates sales resources efficiently to drive selling costs down and revenues up. What does it mean to use a Sales Strategy? CEO can get the most out of his/her sales force.

    A Sales Strategy Has a Life Cycle

    A Sales Strategy Solves for Typical Problems


    Merger of sales forces after Acquisition Declining Sales Revenues Declining market share Increasing cost of sales Changing market- product mix New Product launch that falls short of sell-through expectation New market entries posing competitive threat
    5

    Sales Strategy is Step 1 to World Class


    STEP

    Account Segmentation
    Segment accounts by Ideal Customer Profile

    Lead Management
    Generate MQL/SAL/SQL

    1
    Sales Process
    Map customer/prospect buying process to custom built sales process

    Develop Sales Strategy

    Channels
    Determine optimal route to market

    2 3 4

    Develop Go-to-Market Plan

    Sales Force Structure


    Organizational model effectiveness vs. efficiency

    Sales Force Size


    Match selling capacity to market demand

    Design Sales Force

    Sales Infrastructure
    Create performance conditions for optimal results

    Build Infrastructure

    7 7

    1 Assess Performance Environment


    Things like Corporate Strategy, Business Life Cycle, Market Dynamics

    How are you at Sales 2.0?

    8 8

    Assess Performance Environment


    Review existing documentation Research industry markets Interview executives and management Survey Sales Force Survey Customers Mystery Shop competition

    2 Evaluate Organizational Design

    Look at Sales Structure, Value Chain, Sales Channel, Processes/Tools

    1 10 0

    Evaluate Organization Design


    Questions to ConsiderHow do you apply?

    Is Compensation inciting correct behavior? Is there an active Performance Mgmt. plan in place? Does the CRM platform maximize efficiencies?

    11

    3- Conduct Competitive Analysis


    Including Stakeholder analysis and identification of competitive openings

    1 12 2

    Competitive Analysis
    Competitive Intelligence
    links sales strategy to competitive response

    Content Generation

    Information Aggregation

    Competitive Intelligence

    Strategy

    Business Action

    Magazines Newswires SEC Filings Web Sites Census Market Research Newspapers Internal & External Experts

    Business Intelligence Software News Portals Online Directories Vertical Portals News Portals Research Shops Monitoring Tailoring Archiving

    Competitor Profiling SWOT Analysis Trend Analysis Simulation Forecasting

    Communications Brand Marketing Position Human Resources Suppliers Mergers/Acquisitions Financial

    Product Dev. Business Dev. Public Relations Marketing Information

    13

    4 - Develop Buyer Personas.


    Dont just try to understand who your customer is. Understand how they buy. 1 Otherwise you cant tailor your sales methodology to their buyer methodology. 14
    4

    With ROI models, Change Management Plan, Sequencing of improvement initiatives Requires a Sales Force Effectiveness team to carry out
    1 15 5

    Develop Roadmap
    Clear roadmap in developing sales strategy to achieve corporate goals

    Momentum

    Success

    Design

    Research and define the marketplace, strategies and measures of success

    Develop the systems, processes and communications that drive results

    Implement and execute defined strategies

    Strategies successfully executed and creating measurable results

    16

    Build

    Systems, processes and communication are Standard Operating Procedure

    SOP

    Sample Target Metrics for Roadmap


    1. Achieve $350MM in current revenue by end year 2012 2. Achieve $150MM growth in revenue from new business by end year 2012 3. Improve EBITDA 15% by end of 2012 (from 10.1% to 15%) 4. Improve Customer Experience (in top 50% for CSI) 5. Improve Retention in Key Positions (10% annually)

    17

    Sequence Driver Initiatives


    Phase 1- Design
    (Q1) Sales Strategy Account Segmentation Channels Management Sizing & Structure Key Account Management Talent Management Sales Process Territory Design, Quota Setting & Compensation Planning Key Account Management Talent Management Territory Design, Quota Setting & Compensation Planning Sizing & Structure Channel Management Lead Generation Key Account Management Sales Management

    Phase 2 - Build
    (Q2)

    Phase 3 - Momentum
    (Q3/Q4)

    Phase 4 - Success
    (Q4)

    Phase 5 - SOP
    (Q4 Future)

    Sales Performance Management

    18

    Best Practices in Sales Strategy


    19

    Ensure active and visible CEO/Business Unit Leader participation Agree on financial & operational term definitions Plan and execute robust communications Garner continuous cross-company engagement Deploy/contract talented resources to carry out build & improvement efforts Dont forget to link to Corporate Strategy Continually refresh strategy as needed

    Learn More
    Enjoy the SlideShare? Click to follow us on SlideShare Sign up for our Sales Force Effectiveness blog by clicking here

    Contact us to hear the rest of the story... Email - [email protected]

    Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com

    20

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