Corporate Sales

Strategy: How
to Set Up 2016
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?
Director can get the most out of
his/her sales force.
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Sales Strategy
comes from
Corporate
Strategy

Sales Strategy Has a Life Cycle

Sales Strategy is Step 1 to World Class

STEP
Account Segmentation
Segment accounts by Ideal
Customer Profile

Lead Management
Generate MQL/SAL/SQL

Sales Process

Develop
Sales
Strategy

Develop
Go-toMarket
Plan

Design
Sales
Force

Build
Infrastruc
ture

Map customer/prospect buying process to custom built sales process

Channels

Determine optimal route to market

Sales Force Structure

Organizational model effectiveness

vs. efficiency

Sales Force Size

Match selling capacity to market

demand

Sales Infrastructure

Create performance conditions for optimal results

Steps to Define
Our Corporate
Sales Strategy

1 Assess
Performan
ce
Environme
nt
Things like Corporate
Strategy, Business Life
Cycle, Market Dynamics

sess Performance Environment

Review existing documentation
Research industry markets
Interview executives and
management
Survey Sales Force
Survey Customers
Mystery Shop competition

2 Evaluate
Organizational Design

Look at Sales Structure, Value

Chain, Sales Channel,
Processes/Tools
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Evaluate Organization Design

Questions to
Consider- How
do you apply?

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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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

4 - Develop Buyer Personas.

Dont just try to understand who your customer is. Understand

1
how
they buy. Otherwise you cant tailor your sales methodology to
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3

Develop A Roadmap

1
14 4

With ROI models, Change

Management Plan,
Sequencing of
improvement initiatives
Requires a Sales Force
Effectiveness team to carry
out

Develop Roadmap

15

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

Clear roadmap in developing

sales strategy to achieve
corporate goals

Systems,
processes and
communication
are Standard
Operating
Procedure

Best Practices in Sales

Strategy

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Ensure active and visible

CEO/Business Unit Leader
participation
Agree on financial & operational
term definitions
Plan and execute robust
communications
Garner continuous cross-company
engagement
Deploy/contract talented
resources to carry out build &
improvement efforts

ANY
QUESTIONS
PLEASE ??

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THANK YOU
Prepared by:
A Z M Faisal
Corporate Sales
BLIL

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