Sales strategy

A good annual Sales strategy shared and understood by all staff in Sales and Marketing Department is a key asset for companies to increase the Sales closings.

Without a clear Sales strategy, actions from sales and marketing team are not well coordinated which leads the staff to aim to achieve only short-term objectives. The results of such a policy are disastrous for the company. Here are some of them:

-  Lower turnover and margins. The results are not up to expectations
-  Lengthening the sales cycle because prospects can be hesitant
-  Stress of salespeople due to lack of global organization
-  Lack of perspective to methodically bring appropriate remedies
- …

·                     As a real barometer of the company, the Sales strategy allows the Department of Sales and Marketing to specify - by mutual agreement with all the people involved in the sales objectives - the different steps to be followed during the timeline set and with the means available to achieve its results.

·                     Establish a watch policy, 

·                     Conduct survey of customers/prospects and competitors

-  What should we sell first?
-  With which quality / price positioning
-  To Whom?
-  In which territory?

v  Content of a sales strategy

v  Development

v  Company objectives gone through

v  Strength and weakness

v  Company strategy

v  Opportunities and threats

v  Preparation

v  Files

v  Segmentation

v  Action Plan

v  4 Ps

v  Implementation

v  Sales cycle

v  Cold calls

v  Qualification

v  Customer loyalty policy

v  Sales tools

v  Sales talk

v  Follow up 

v  Sales tools

v  Sales meetings

v  Management meeting

v  Minutes