Sales strategy development

Having a clear sales strategy that guides the sales force and that is aligned with the firm’s goals is a pre-requisite for being successful on long-term. During a sales strategy development process the following topics are usually covered:

• Customer segmentation (based on ability for value-creation)
• Customer prioritisation and targeting: selecting the right customers or prospects
• Relationship objectives and selling models: transactional or relational approach
• Decision on the use of sales channels: direct or indirect, and single or multiple channels
• Sales force control, compensation and supervision systems
• Customer value proposition development
• Salesperson selling process and behaviours: traditional or consultative selling
• Formulation of sales management program: sales process design and sales force management

We have helped our clients in sales strategy crystallisation for example in the following situations:

• Lack in strategic focus in sales force: “wild cowboys” instead of sales professionals
• Market entry challenges that require rethinking sales & selling
• Change in sales management (VP sales)
• Changes in business environment (competition or customer base)