100 Days Sales

Plan Strategy
 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?
• MD or Director can get the most out
of his/her sales force.

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 A Sales Strategy has a Life Cycle

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 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
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 1 – Assess
Performance
Environment
Things like Corporate Strategy,
Business Life Cycle, Market
Dynamics

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

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 2 – Evaluate Organizational
Design

Look at Sales Structure, Value Chain,

Sales Channel, Processes/Tools

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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?

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3 – Conduct
Competitive
Analysis
including Stakeholder
Analysis and
Identification of
Competitive Openings

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 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

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4 - Develop Buyer Personas.
Don’t just try to understand who your customer is…. Understand how they buy.
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Otherwise
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  With ROI models, Change
Management Plan, Sequencing of
improvement initiatives
 Requires a Sales Force
Effectiveness team to carry out
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 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

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 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

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 ANY
QUESTIONS
PLEASE ??

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 THANK YOU

Prepared by:
A Z M Faisal

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