Given that a sustainable competitive advantage is the essence of strategy, it is no surprise that "advantage" is the most critical aspect of a sales strategy. I will help you clarify what makes your company distinctive. When your sales force understands this, they understand how to successfully execute your strategy.
Effective market segmentation and targeting helps you uncover growth opportunities, optimize resource allocation and strengthen client relationships. By gaining an in-depth understanding of the needs, buying processes and economic value of your clients, I will help you develop an action-oriented segmentation and targeting strategy.
In complex selling environments, designing and implementing an explicit sales process ensures alignment with your growth strategy. I will compile the best practices in your organization, mate them with best-in-class procedures and build a consistent framework for pursuing business. We'll create a customized "playbook" that serves as the foundation for installing a value-selling culture – a culture that diagnoses before prescribing.
Clear expectations and models of success are important and necessary for sellers. It is critical to implement the right roles and establish the ideal competency models and performance incentives &em; while continuously evolving coaching and training programs &em; to support those goals for long-term success. I will develop a set of competencies for each role that will drive the performance management process.
Harvard University calls it the "Balanced Scorecard." To implement metrics-based decisions, you must bring your team in at every level. Through a proven program called "Working on Winning," I analyze and re-enforce every metric with coaching and mentoring. The sales organization takes a monumental leap forward because it measures and monitors mutually agreed upon data.
Compensation plans and goals must align with strategy. Quantitative modeling capabilities play a central role in accurately evaluating costs, risks and rewards. To plan compensation, I leverage my network of senior sales executives across many industries to accurately benchmark a successful model.
A solid Sales Communication strategy screens and prioritizes communications to sellers. I will leverage Web 2.0 technology to build a Sales Knowledge Community that will serve as your single source of information. I employ well-received tactics ranging from contest announcements to quarterly financial updates to drive adoption rates.
There has been a shift from product to solution selling, deeper segmentation of clients and greater use of alternate channels. Consequently, strong Sales Operations capability is necessary to build and maintain a high-performing organization. I have many years of experience in this emerging field. I will develop a world-class sales support structure that is focused on winning.
Before choosing high-cost solutions and going through the effort of intensive implementations, it's necessary to: (1) Discover and confirm what you need; (2) Practice with low-cost manual processes; and (3) Automate! I will determine when technology solutions are needed and implement systems that make the sales organization more effective.