the importance of a Sales Strategy

So, what is a sales strategy?

A plan of action that professionally plots your sales course, & in so doing, positions your company to gain a competitive advantage over competitors.

Successful strategies focus on –

a)      arming the team with techniques to approach a new market or a bouquet of markets

b)     rejuvenating existing Customer interest with fresh innovative & meaningful interaction

Imperative is that sales team is updated in product & service features & benefits, intimately.

A successful sales strategy ensures that a sales force is targeting the right fit Customer.

 Significance of a sales strategy

Developing an effective sales strategy includes assessing revenue goals & expected sales activity.

Sharing & setting individual targets for each salesperson in the team.

Creating long-term expectations & then breaking them down into monthly, weekly & daily elements.

This creates palatable bite sized targets which are more easily measurable & achievable.

It also allows management the latitude to adjust & tweak sights where necessary.

 Types of sales strategy

There are two basic types of sales strategy.

·        Direct sales strategy is where sellers are tasked to aggressively attack the competition head on. It is blunt talk & openly attacks competitors with price &/or benefits.

·        Indirect sales strategy involves a far more subtle approach. Techniques include the presentation of unique or superior features & benefits. This, more sophisticated method of approach, requires more research, analysis & facts, than the direct one.

 Function of a strategy

Irrespective of strategy selection, Reps need to be guided on sales techniques to be deployed.

Prospects & existing Customers require very different approach methods.

Prospects need to understand your unique & superior offering to solve their problems.

Existing Customers should be informed of new initiatives & interest, to keep them engaged.

Promotions & referral incentives, often motivate existing Clients to continue support & refer others.

 Considerations for any sales strategy

Creating an effective sales strategy requires -

a.      solid market knowledge

b.      awareness of all competitors & their activities, strengths & weaknesses

c.      keeping up with current trends in your existing & target markets

d.     analysis & acknowledgement of your own strengths & weaknesses – SWOT exercise

Help is on hand if you need it!

An outside eye often identifies opportunities someone too close to the business misses.

At BizGro, we assist Clients with our OASIS plan which articulates & develops winning sales strategies for their businesses. It consists of 5 definite phases.

Observe - your own current positioning & the targeted markets

Analyse - identify business processes & opportunities that can be improved upon & exploited

Strategize - required activity to achieve desired results

Implement - the plan, setting clear objectives & timelines, for every milestone

Score - & measure progress, modify focus if & where necessary

The Bizgro Ethos

• We get really excited about helping our Clients grow their businesses.
• Great Customer service is integral with integrity & exceeding expectations.
•  We apply best practice & sound, practical advice, tailored to meeting precise needs.
• Everything we share, is based on coalface experience.
• We’ve been there, done that & we’re STILL doing it.
• A motivated team will always outperform a demoralized one. (by as much as 15%)
• Add skills, confidence & desire to the mix & you create a winning team.