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.
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Sales Strategy
comes from
Corporate
Strategy
Lead Management
Generate MQL/SAL/SQL
Sales Process
Develop
Sales
Strategy
Develop
Go-toMarket
Plan
Design
Sales
Force
Build
Infrastruc
ture
Channels
Sales Infrastructure
Steps to Define
Your Sales
Strategy
1 Assess
Performan
ce
Environme
nt
Things like Corporate
Strategy, Business Life
Cycle, Market Dynamics
How are you at Sales 2.0?
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2 Evaluate
Organizational Design
Is Compensation
inciting correct
behavior?
Is there an active
Performance
Mgmt. plan in
place?
Does the CRM
platform
maximize
efficiencies?
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3Conduct
Competit
ive
Analysis
Including Stakeholder
analysis and
identification of
competitive openings
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12 2
Competitive Analysis
Competitive Intelligence
links sales strategy to competitive response
Content
Generation
Magazines
Newswires
SEC Filings
Web Sites
Census
Market
Research
Newspapers
Internal &
External Experts
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Information
Aggregation
Competitive
Intelligence
Business Intelligence
Software
News Portals
Online Directories
Vertical Portals
News Portals
Research Shops
Monitoring
Tailoring
Archiving
Competitor Profiling
SWOT Analysis
Trend Analysis
Simulation
Forecasting
Strategy
Communications
Brand
Marketing Position
Human Resources
Suppliers
Mergers/Acquisitions
Financial
Business
Action
Product Dev.
Business Dev.
Public Relations
Marketing
Information
Develop A Roadmap
1
15 5
Develop Roadmap
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Develop the
systems,
processes and
communication
s that drive
results
Implement
and
execute
defined
strategies
Strategies
successfully
executed and
creating
measurable
results
SOP
Success
Momentum
Research and
define the
marketplace,
strategies and
measures of
success
Build
Design
Systems,
processes and
communication
are Standard
Operating
Procedure
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Phase 2 - Build
(Q2)
Phase 3 Momentum
(Q3/Q4)
Phase 4 - Success
(Q4)
Phase 5 - SOP
(Q4 Future)
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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
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Learn More
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