This site is about helping you as a sales leader execute your sales strategy and achieve your sales goals.
Far too often sales strategies look really good on paper but fail to inspire people and impact results. Why? Because a sales strategy is only as achievable as its execution plan is effective.
First, start with a sound sales strategy.
Typically, the sales strategy is developed at the highest organizational level in response to changes in a company’s industry, marketplace, competition, or customer base. It is then up to sales leaders such as Sales V.P.’s, Sales Directors, and Sales Managers to execute the strategy.
However, all sales strategies are not created equal. Many are high-minded, esoteric, vision statements which result in an ‘anyone’s best guess’ execution plan. While others take on a life of their own in tactics and specificity losing sight of the strategy all together.
I thought it best to rely on a sales strategy expert for guidance. According to best selling author and strategy expert Frank V. Cespedes in his book Aligning Strategy and Sales, there are three critical components of a sound sales strategy: objectives, scope, and advantage. Here are some questions I gleaned from his book to help senior sales leaders through their sales strategy development process.
- Objective: ‘Begin with the end in mind’ Why change strategy? What is our objective? When all is said and done, what do we hope to achieve with our strategy?
- Scope: Where are we going to play? What customers, products, geographic areas, or market segments should we target? Where should we devote less time, money, and effort?
- Advantage: What is our competitive differentiation? What is our customer value proposition?
The Sales Strategy Execution System provides a framework for you. It is a five step process that includes objectives, instructions, examples, and support worksheets and documents. Please take three minutes to view our introductory video.
The Sales Strategy Execution System helps sales leaders remove obstacles to success, focus on behavior as a leading indicator for success, and forms a foundation for continuous learning and improvement. Sales leaders can then focus on their most important job, creating a high performing sales team and achieving their sales goals.
The Sales Strategy Execution System promotes trust, transparency, and accountability – essential elements for inspiring people and driving business results.
Sales Performance Specialist with more than twenty years of experience working with Sales Leaders in companies both nationally and internationally including the United Kingdom, the Netherlands, Germany, and Italy. I have served in roles such as Performance Manager, Sales Training Manager, Sales Trainer, Classroom Teacher, Program Developer, and outside sales consultant. I created the Sales Strategy Execution System in January, 2021 as a practical sales execution guide for sales leaders.
M.A. in Education
Human Performance Improvement, ATD
Certified Professional Behavior Specialist, DISC
Instructional Design and Technology, UGA
Certified Facilitator-Strategic Selling and Conceptual Selling, Miller Heiman
Access the latest posts here or visit the Blog Posts Page for more content.
View blog posts by month.
© 2021 Sales Strategy Execution All Rights Reserved