Companies continue to struggle with the need for well-defined sales strategy that are executed timely to the market.
With customer behaviour changing, the demand on how sales operates has shifted and sales leaders often struggle to adjust.
Sales Focus International’s research in 2009 and 2012 demonstrated sales leaders struggle with strategy development and implementation. The primary issues being:
- Their strategy same as the years prior,
- No adaption of strategy to the current market,
- Not aligning the strategy to buyer needs,
- Sales tactics are masquerading as strategy,
- Not having a strategy,
- Not aligning strategy to product strategy, and
- Not aligning the strategy to the overall company strategy.
In 2015 the trend continued and companies are struggling unnecessarily to deliver sales goals.
With the changing buyer behaviour, strategy execution has become focus point on sales leader performance.
- Without a good sales strategy, sales teams will not deliver the right mix of business.
- Without a sound execution plan validating the strategy, will not deliver the planned revenue.
Sales teams can no longer be left to hunt in the market for opportunities as the buyers no longer respond in the same way.
For example, buyers continue to increase their independence in decision-making over the selection of the potential vendors without engagement with their short list. Marketing has taken over the function of traditional prospecting tactics.
With all these changing practices moving away from the traditional sales approach of prospect-qualify-present-win, sales organisations are at a loss to deliver sales strategy. They no longer have the control of the sales process they once had and were met with more barriers than ever before to engage with potential customers.
A new approach to sales strategy and execution is required to compete in today’s market.
Not knowing if you have the right strategy is dangerous for any company. You need to be sure and validate the strategy before you start to execute. If your company considered they have the right strategy and are wrong, they are setting the company for failure. The sales team will be as successful as the sales plan is right for the market.
This ebook provides you with an insight into how to write a sales strategy and importantly how to execute one, timely to the market. Click on the image to download your copy now.
We can assist you by arranging for a meeting to review your strategy. The review will confirm whether you have the right strategy, or not. Fresh thinking and contemporary approaches to the market will define you from your competitors and increase the quality of the strategy to be delivered.
Please contact our office if you wish to discuss a review of your sales strategy.
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