Sales Strategy

Do you have a deep understanding of your customers’ buying behavior? Do you know the effectiveness of different sales actions and lead accordingly?

A sales strategy considers how the sales effort will be directed to ensure increased profitable sales to customers. A sales strategy ensures the quality and quantity of sales efforts to maximize the opportunities to win business. For a sales strategy to be effective, companies need to define their products and markets and the value propositions to for each customer segment. A sales strategy will give a clear definition as to how sales resources will be allocated to follow a structured sales process.

What is sales strategy?

Sales strategy involves decision-making over the longer term, with the aim of effectively selecting the right sales opportunities. A successful sales strategy helps the organization establish a competitive advantage and thus outperform its competitors. This requires an understanding of the customers’ buying behavior, and an appreciation of the effectiveness of different sales actions. A successful sales strategy describes the winning formula for engaging the right customers in an interaction, closing profitable deals and growing the customer relationships for the mutual benefit of the customer and the seller.

How good is your sales strategy?

Selling is fun when you have excellent products and a motivated salesforce. But you also need a well-thought sales strategy to win in competition. You can now easily assess your sales strategy – click below.

Sales Strategy Audit is free of charge. You will get your score without subscription.

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This is a checklist that includes the typical elements of a professional sales strategy:

Executive Summary

Market Analysis
Market Definition
Porter’s Five Forces Analysis
PESTLE Analysis
SWOT Analysis
Total Available Market (TAM), Serviceable Available Market (SAM), and Market Share
Competitive Summary

Sales Strategy
Strategic Sales Objectives
Sales Must-Win Battles
Unique Selling Propositions (USPs)
Customer Segmentation
Sales Channel Strategy
Sales Roles and Competencies

Sales Process
Integration with Marketing Process
Pre-Sales: Brand Awareness
Pre-Sales: Building Interest/Identified Leads
Sales: Evaluation/Qualified Leads
Sales: Cross-Sales and Up-Sales
Sales: Closing the Deal
Post-Sales: Delivery
Post-Sales: Retention and Repeat Sales
Post-Sales: Referrals
Key Account Management

Sales Channels
Single Channel/Multichannel/Omnichannel
Online
Salesforce
Stores
Call Centers
External Platforms
Agents
Other

Implementation of Sales Strategy
Key Performance Indicators (KPIs) for Strategic Sales Objectives
Action Plans for Sales Must-Win Battles
Sales Budget and Allocation of Resources
Performance Management Model for Sales
Timetable
Communications Plan