| Outcomes
The proactive sales strategy that Salt and your management team develop will:
Analyse the results of current and historic strategies
Revisit and reprioritise the existing sales focus based on forecast ROI
Detail how to generate more business from both existing and prospective customers to achieve your company's growth targets
Detail which sectors and target markets to go after
Detail which products and services to sell and into which markets
Create and sustain a sales culture and focus throughout your company
Ensure that sales are effectively managed and that there is a reporting structure in place for the management team to monitor progress
Implement a clear two way communication channel to address challenges in a pre-emptive manner
Make sales a management issue to be reviewed at each and every meeting
Why Sales Strategies are so important
Sales is a management issue that requires complete commitment and backing from the management team down.
A sales strategy details which sectors and sizes of companies to approach and in which geographic areas. Detailing relevant entry points into those companies incorporating the agreed value propositions and how to best to utilise available resources in terms of staff and budgets. The strategy will take into account the competition, the economic climate and current and potential products and services.
A company must have a clear and realistic sales strategy that is aligned to its longer term business objectives in order to then be able to develop and communicate clear and effective sales tactics to the sales team.
The difference between Sales Strategy and Tactics
In order for a company to reasonably ask its sales team to achieve specific strategic targets and goals there needs to be a clear understanding by all concerned of what activities are needed to achieve those targets.
The day to day detail in terms of numbers of companies to call, expected conversion rates and outcomes that the sales team is expected to deliver are detailed in the sales tactics. |
