SlideShare uma empresa Scribd logo
1 de 20
Baixar para ler offline
Sales Strategy: How
 to Set Up 2013 for
    Sales Success
Sales Strategy

    What is a Sales Strategy?
    • An operating plan for a company’s 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.



2
3
A Sales Strategy Has a Life Cycle




4
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                                        Lead Management
      Segment accounts by Ideal Customer Profile                         Generate MQL/SAL/SQL
                                                                                                                Develop
                                                                                                          1       Sales
                                                                                                                Strategy
                                              Sales Process
                       Map customer/prospect buying process to custom built sales process




                                                                                                                Develop
                                                  Channels
                                       Determine optimal route to market                                  2   Go-to-Market
                                                                                                                  Plan




           Sales Force Structure
    Organizational model effectiveness vs. efficiency
                                                                        Sales Force Size
                                                                Match selling capacity to market demand   3      Design
                                                                                                               Sales Force




                                                                                                                   Build
                                         Sales Infrastructure
                                Create performance conditions for optimal results                         4   Infrastructure
6
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




9
2 – Evaluate Organizational Design




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


   1
10 0
Evaluate Organization Design
Questions to Consider-
How 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                Information               Competitive                                      Business
     Generation             Aggregation                                         Strategy               Action
                                                      Intelligence




      Magazines
      Newswires               Business Intelligence
                                                         Competitor Profiling                            Product Dev.
      SEC Filings             Software                                          Communications
                                                         SWOT Analysis                                   Business Dev.
      Web Sites               News Portals                                      Brand
                                                         Trend Analysis                                  Public Relations
      Census                  Online Directories                                Marketing Position
                                                         Simulation                                      Marketing
      Market Research         Vertical Portals                                  Human Resources
                                                         Forecasting                                     Information
      Newspapers              News Portals                                      Suppliers
      Internal & External     Research Shops                                    Mergers/Acquisitions
      Experts                 Monitoring                                        Financial
                              Tailoring
                              Archiving


13
4 - Develop Buyer Personas.
 Don’t just try to understand who your customer is…. Understand how they buy.
   1
 Otherwise you cant tailor your sales methodology to their buyer methodology.
144
 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




                                                                                                                      SOP
                                                                                              Success
                                                                    Momentum
                                                                                                        Systems, processes
                                                                                                        and communication
                                                                               Strategies               are Standard
                                              Build                            successfully             Operating
                                                                               executed and             Procedure
                                                      Implement                creating
                      Design




                                                      and execute              measurable
                               Develop the            defined                  results
     Research and              systems, processes     strategies
     define the                and
     marketplace,              communications
     strategies and            that drive results
     measures of
     success




16
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
                          • Sales Strategy
       Phase 1- Design    • Account Segmentation
              (Q1)        • Channels Management
                          • Sizing & Structure

                          • Key Account Management
       Phase 2 - Build    • Talent Management
              (Q2)        • Sales Process
                          • Territory Design, Quota Setting & Compensation Planning

                          • Key Account Management
                          • Talent Management
     Phase 3 - Momentum   • Territory Design, Quota Setting & Compensation Planning
            (Q3/Q4)       • Sizing & Structure
                          • Channel Management
                          • Lead Generation


      Phase 4 - Success   • Key Account Management
              (Q4)        • Sales Management


        Phase 5 - SOP     • Sales Performance Management
          (Q4 – Future)


18
Best Practices in Sales Strategy
     •   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
     •   Don’t forget to link to Corporate Strategy
     •   Continually refresh strategy as needed

19
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 - info@salesbenchmarkindex.com
      Phone - 1-888-556-7338
      Web: http://www.salesbenchmarkindex.com


20

Mais conteúdo relacionado

Destaque

Overseas online sales strategy for Chinese Brands
Overseas online sales strategy for Chinese BrandsOverseas online sales strategy for Chinese Brands
Overseas online sales strategy for Chinese BrandsOxygen 2.0
 
Smart Umbrella- Smartella Sales Presentation
Smart Umbrella- Smartella Sales PresentationSmart Umbrella- Smartella Sales Presentation
Smart Umbrella- Smartella Sales PresentationBeyza Doğan
 
Microsoft Dynamics CRM 2015 Pre-sales Presentation Material
Microsoft Dynamics CRM 2015 Pre-sales Presentation MaterialMicrosoft Dynamics CRM 2015 Pre-sales Presentation Material
Microsoft Dynamics CRM 2015 Pre-sales Presentation MaterialAileen Gusni
 
Sales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategySales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategyBrian Halligan
 
Strategic planning powerpoint
Strategic planning powerpointStrategic planning powerpoint
Strategic planning powerpointrobdude9626
 
A Sales 2.0 Maturity Model - Sales 2.0 conference keynote by @erycbranham, CE...
A Sales 2.0 Maturity Model - Sales 2.0 conference keynote by @erycbranham, CE...A Sales 2.0 Maturity Model - Sales 2.0 conference keynote by @erycbranham, CE...
A Sales 2.0 Maturity Model - Sales 2.0 conference keynote by @erycbranham, CE...Eryc Branham
 
What is Strategic Planning, and Why is it Important?
What is Strategic Planning, and Why is it Important?What is Strategic Planning, and Why is it Important?
What is Strategic Planning, and Why is it Important?Ruth M Tappin
 
Sales Growth - 5 proven strategies from the World's Sales Leaders
Sales Growth - 5 proven strategies from the World's Sales LeadersSales Growth - 5 proven strategies from the World's Sales Leaders
Sales Growth - 5 proven strategies from the World's Sales LeadersMcKinsey on Marketing & Sales
 
Продажи в консалтинге
Продажи в консалтингеПродажи в консалтинге
Продажи в консалтингеOleg Greshnev
 

Destaque (10)

Overseas online sales strategy for Chinese Brands
Overseas online sales strategy for Chinese BrandsOverseas online sales strategy for Chinese Brands
Overseas online sales strategy for Chinese Brands
 
Smart Umbrella- Smartella Sales Presentation
Smart Umbrella- Smartella Sales PresentationSmart Umbrella- Smartella Sales Presentation
Smart Umbrella- Smartella Sales Presentation
 
Microsoft Dynamics CRM 2015 Pre-sales Presentation Material
Microsoft Dynamics CRM 2015 Pre-sales Presentation MaterialMicrosoft Dynamics CRM 2015 Pre-sales Presentation Material
Microsoft Dynamics CRM 2015 Pre-sales Presentation Material
 
Sales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategySales, Sales Management, Sales Strategy
Sales, Sales Management, Sales Strategy
 
Strategic planning powerpoint
Strategic planning powerpointStrategic planning powerpoint
Strategic planning powerpoint
 
A Sales 2.0 Maturity Model - Sales 2.0 conference keynote by @erycbranham, CE...
A Sales 2.0 Maturity Model - Sales 2.0 conference keynote by @erycbranham, CE...A Sales 2.0 Maturity Model - Sales 2.0 conference keynote by @erycbranham, CE...
A Sales 2.0 Maturity Model - Sales 2.0 conference keynote by @erycbranham, CE...
 
Exo Austin Sales Plan 2016
Exo Austin Sales Plan 2016Exo Austin Sales Plan 2016
Exo Austin Sales Plan 2016
 
What is Strategic Planning, and Why is it Important?
What is Strategic Planning, and Why is it Important?What is Strategic Planning, and Why is it Important?
What is Strategic Planning, and Why is it Important?
 
Sales Growth - 5 proven strategies from the World's Sales Leaders
Sales Growth - 5 proven strategies from the World's Sales LeadersSales Growth - 5 proven strategies from the World's Sales Leaders
Sales Growth - 5 proven strategies from the World's Sales Leaders
 
Продажи в консалтинге
Продажи в консалтингеПродажи в консалтинге
Продажи в консалтинге
 

Mais de SBI | Sales Benchmark Index

The 10 Best Companies to Sell For | SBI Magazine
The 10 Best Companies to Sell For | SBI MagazineThe 10 Best Companies to Sell For | SBI Magazine
The 10 Best Companies to Sell For | SBI MagazineSBI | Sales Benchmark Index
 
Aligning Customer Objections to the Buying Process Map
Aligning Customer Objections to the Buying Process MapAligning Customer Objections to the Buying Process Map
Aligning Customer Objections to the Buying Process MapSBI | Sales Benchmark Index
 
How to Reach Today’s Buyers with Modern Prospecting
How to Reach Today’s Buyers with Modern Prospecting How to Reach Today’s Buyers with Modern Prospecting
How to Reach Today’s Buyers with Modern Prospecting SBI | Sales Benchmark Index
 
WEBINAR - Making the Number by Defeating the Status Quo w/ Tim Riesterer
WEBINAR - Making the Number by Defeating the Status Quo w/ Tim RiestererWEBINAR - Making the Number by Defeating the Status Quo w/ Tim Riesterer
WEBINAR - Making the Number by Defeating the Status Quo w/ Tim RiestererSBI | Sales Benchmark Index
 
The Sales Operations Leader's Toolkit PART 1 of 2
The Sales Operations Leader's Toolkit PART 1 of 2The Sales Operations Leader's Toolkit PART 1 of 2
The Sales Operations Leader's Toolkit PART 1 of 2SBI | Sales Benchmark Index
 
Make the Number: How Sales Leaders Are Allocating People Money and Time in 2013
Make the Number: How Sales Leaders Are Allocating People Money and Time in 2013Make the Number: How Sales Leaders Are Allocating People Money and Time in 2013
Make the Number: How Sales Leaders Are Allocating People Money and Time in 2013SBI | Sales Benchmark Index
 
Talent Management- A case study from a sales consulting firm.
Talent Management-  A case study from a sales consulting firm.Talent Management-  A case study from a sales consulting firm.
Talent Management- A case study from a sales consulting firm.SBI | Sales Benchmark Index
 
Designing organizational models for inside sales webinar slides
Designing organizational models for inside sales webinar slidesDesigning organizational models for inside sales webinar slides
Designing organizational models for inside sales webinar slidesSBI | Sales Benchmark Index
 
Designing organizational models for inside sales webinar slides
Designing organizational models for inside sales webinar slidesDesigning organizational models for inside sales webinar slides
Designing organizational models for inside sales webinar slidesSBI | Sales Benchmark Index
 
Sales Management - Capturing Voice of the Customer
Sales Management - Capturing Voice of the CustomerSales Management - Capturing Voice of the Customer
Sales Management - Capturing Voice of the CustomerSBI | Sales Benchmark Index
 
Sales Process - Double Sales Rep Revenue in 5 Steps
Sales Process  - Double Sales Rep Revenue in 5 StepsSales Process  - Double Sales Rep Revenue in 5 Steps
Sales Process - Double Sales Rep Revenue in 5 StepsSBI | Sales Benchmark Index
 

Mais de SBI | Sales Benchmark Index (20)

The 10 Best Companies to Sell For | SBI Magazine
The 10 Best Companies to Sell For | SBI MagazineThe 10 Best Companies to Sell For | SBI Magazine
The 10 Best Companies to Sell For | SBI Magazine
 
Aligning Customer Objections to the Buying Process Map
Aligning Customer Objections to the Buying Process MapAligning Customer Objections to the Buying Process Map
Aligning Customer Objections to the Buying Process Map
 
How to Reach Today’s Buyers with Modern Prospecting
How to Reach Today’s Buyers with Modern Prospecting How to Reach Today’s Buyers with Modern Prospecting
How to Reach Today’s Buyers with Modern Prospecting
 
How to Make the Number with Less People
How to Make the Number with Less PeopleHow to Make the Number with Less People
How to Make the Number with Less People
 
10 Mistakes that Kill Sales Calls
10 Mistakes that Kill Sales Calls10 Mistakes that Kill Sales Calls
10 Mistakes that Kill Sales Calls
 
When To Pull the Plug
When To Pull the PlugWhen To Pull the Plug
When To Pull the Plug
 
Why Slow Sales Leaders Won't Survive
Why Slow Sales Leaders Won't SurviveWhy Slow Sales Leaders Won't Survive
Why Slow Sales Leaders Won't Survive
 
WEBINAR - Making the Number by Defeating the Status Quo w/ Tim Riesterer
WEBINAR - Making the Number by Defeating the Status Quo w/ Tim RiestererWEBINAR - Making the Number by Defeating the Status Quo w/ Tim Riesterer
WEBINAR - Making the Number by Defeating the Status Quo w/ Tim Riesterer
 
The 6 Worst Decisions Sales Leaders Make
The 6 Worst Decisions Sales Leaders MakeThe 6 Worst Decisions Sales Leaders Make
The 6 Worst Decisions Sales Leaders Make
 
The Sales Operations Leader's Toolkit PART 1 of 2
The Sales Operations Leader's Toolkit PART 1 of 2The Sales Operations Leader's Toolkit PART 1 of 2
The Sales Operations Leader's Toolkit PART 1 of 2
 
Staffing to Fill Open Territories 2 of 2
Staffing to Fill Open Territories 2 of 2Staffing to Fill Open Territories 2 of 2
Staffing to Fill Open Territories 2 of 2
 
3 ways to move 'C' Players to 'A' Status
3 ways to move 'C' Players to 'A' Status3 ways to move 'C' Players to 'A' Status
3 ways to move 'C' Players to 'A' Status
 
Make the Number: How Sales Leaders Are Allocating People Money and Time in 2013
Make the Number: How Sales Leaders Are Allocating People Money and Time in 2013Make the Number: How Sales Leaders Are Allocating People Money and Time in 2013
Make the Number: How Sales Leaders Are Allocating People Money and Time in 2013
 
Talent Management- A case study from a sales consulting firm.
Talent Management-  A case study from a sales consulting firm.Talent Management-  A case study from a sales consulting firm.
Talent Management- A case study from a sales consulting firm.
 
Designing organizational models for inside sales webinar slides
Designing organizational models for inside sales webinar slidesDesigning organizational models for inside sales webinar slides
Designing organizational models for inside sales webinar slides
 
Designing organizational models for inside sales webinar slides
Designing organizational models for inside sales webinar slidesDesigning organizational models for inside sales webinar slides
Designing organizational models for inside sales webinar slides
 
Tips For Sales Leaders
Tips For Sales LeadersTips For Sales Leaders
Tips For Sales Leaders
 
Sales Management - Capturing Voice of the Customer
Sales Management - Capturing Voice of the CustomerSales Management - Capturing Voice of the Customer
Sales Management - Capturing Voice of the Customer
 
Lead Generation Inside of Key Accounts Webinar
Lead Generation Inside of Key Accounts WebinarLead Generation Inside of Key Accounts Webinar
Lead Generation Inside of Key Accounts Webinar
 
Sales Process - Double Sales Rep Revenue in 5 Steps
Sales Process  - Double Sales Rep Revenue in 5 StepsSales Process  - Double Sales Rep Revenue in 5 Steps
Sales Process - Double Sales Rep Revenue in 5 Steps
 

Último

Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)tazeenaila12
 
Tata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakTata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakEditores1
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato pptElizangelaSoaresdaCo
 
MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentationbaron83
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toumarfarooquejamali32
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023Steve Rader
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...AustraliaChapterIIBA
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfAnhNguyen97152
 
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView
 
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...IMARC Group
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsIntellect Design Arena Ltd
 
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfHajeJanKamps
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003believeminhh
 
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfCharles Cotter, PhD
 
Introduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxIntroduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxJemalSeid25
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Onlinelng ths
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinAnton Skornyakov
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Lviv Startup Club
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Reportamberjiles31
 

Último (20)

Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
 
Tata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakTata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerak
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato ppt
 
MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentation
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb to
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
 
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
 
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking Applications
 
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
 
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
 
Introduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxIntroduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptx
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Online
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup Berlin
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Report
 

Sales strategy 2013 success

  • 1. Sales Strategy: How to Set Up 2013 for Sales Success
  • 2. Sales Strategy What is a Sales Strategy? • An operating plan for a company’s 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. 2
  • 3. 3
  • 4. A Sales Strategy Has a Life Cycle 4
  • 5. 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
  • 6. Sales Strategy is Step 1 to World Class STEP Account Segmentation Lead Management Segment accounts by Ideal Customer Profile Generate MQL/SAL/SQL Develop 1 Sales Strategy Sales Process Map customer/prospect buying process to custom built sales process Develop Channels Determine optimal route to market 2 Go-to-Market Plan Sales Force Structure Organizational model effectiveness vs. efficiency Sales Force Size Match selling capacity to market demand 3 Design Sales Force Build Sales Infrastructure Create performance conditions for optimal results 4 Infrastructure 6
  • 7. 7 7
  • 8. 1 – Assess Performance Environment Things like Corporate Strategy, Business Life Cycle, Market Dynamics How are you at Sales 2.0? 8 8
  • 9. Assess Performance Environment • Review existing documentation • Research industry markets • Interview executives and management • Survey Sales Force • Survey Customers • Mystery Shop competition 9
  • 10. 2 – Evaluate Organizational Design Look at Sales Structure, Value Chain, Sales Channel, Processes/Tools 1 10 0
  • 11. Evaluate Organization Design Questions to Consider- How do you apply? Is Compensation inciting correct behavior? Is there an active Performance Mgmt. plan in place? Does the CRM platform maximize efficiencies? 11
  • 12. 3- Conduct Competitive Analysis Including Stakeholder analysis and identification of competitive openings 1 12 2
  • 13. Competitive Analysis Competitive Intelligence links sales strategy to competitive response Content Information Competitive Business Generation Aggregation Strategy Action Intelligence Magazines Newswires Business Intelligence Competitor Profiling Product Dev. SEC Filings Software Communications SWOT Analysis Business Dev. Web Sites News Portals Brand Trend Analysis Public Relations Census Online Directories Marketing Position Simulation Marketing Market Research Vertical Portals Human Resources Forecasting Information Newspapers News Portals Suppliers Internal & External Research Shops Mergers/Acquisitions Experts Monitoring Financial Tailoring Archiving 13
  • 14. 4 - Develop Buyer Personas. Don’t just try to understand who your customer is…. Understand how they buy. 1 Otherwise you cant tailor your sales methodology to their buyer methodology. 144
  • 15.  With ROI models, Change Management Plan, Sequencing of improvement initiatives  Requires a Sales Force Effectiveness team to carry out 1 15 5
  • 16. Develop Roadmap Clear roadmap in developing sales strategy to achieve corporate goals SOP Success Momentum Systems, processes and communication Strategies are Standard Build successfully Operating executed and Procedure Implement creating Design and execute measurable Develop the defined results Research and systems, processes strategies define the and marketplace, communications strategies and that drive results measures of success 16
  • 17. 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
  • 18. Sequence Driver Initiatives • Sales Strategy Phase 1- Design • Account Segmentation (Q1) • Channels Management • Sizing & Structure • Key Account Management Phase 2 - Build • Talent Management (Q2) • Sales Process • Territory Design, Quota Setting & Compensation Planning • Key Account Management • Talent Management Phase 3 - Momentum • Territory Design, Quota Setting & Compensation Planning (Q3/Q4) • Sizing & Structure • Channel Management • Lead Generation Phase 4 - Success • Key Account Management (Q4) • Sales Management Phase 5 - SOP • Sales Performance Management (Q4 – Future) 18
  • 19. Best Practices in Sales Strategy • 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 • Don’t forget to link to Corporate Strategy • Continually refresh strategy as needed 19
  • 20. 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 - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com 20

Notas do Editor

  1. This slide deck gives some high-level information on how to set a Sales Strategy for 2012. Keywords include: Sales Strategy, Sales Force Effectiveness, Making the Number, Sales Targets, Sales Revenue, Sales Costs, Market Share, New Product Launch, Sales Readiness
  2. Sales Strategy exists to help fulfill one or more Corporate Strategies
  3. – The life cycle of an industry, company and product will follow a typically growth, maturity, and decline phase. Sales Strategies will also experience the same cycle. That is why you must modify sales strategy with the same diligence as a change in corporate strategy.
  4. Sales Strategy relates to all SFE drivers (from the next slide) in that, depending on your sales strategy, the other drivers will need to be modified or developed entirely.
  5. Sales Strategy will dictate which of the Sales Force Effectiveness (SFE) drivers need to be implemented or improved. This assumes, of course, that an assessment of all SFE drivers is done to know what the current state is.This graphic shows some drivers, while other drivers are within sections of the framework:Account SegmentationTerritory PotentialTerritory DesignLead GenerationDemand GenerationSales ProcessChannel ManagementKey Account ManagementSales Force StructureSales Force SizingQuota SettingSales TrainingSales Performance ManagementCompensation PlanningTalent ManagementSales Readiness
  6. One part of evaluating your organization’s design is to perform a Value Chain Analysis
  7. Competitive Intelligence is an iterative process that requires understanding of how the market consumes information. Questions: Where do customers get information? When/why do they look for information? Who do they consult?
  8. Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com