This site is about helping you as a sales leader execute your company’s 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 helps sales leaders execute their sales strategy and achieve their sales goals. Three critical components of our system include: a sound sales strategy, engaged sales leaders, and an on-going communications plan.
With the critical components in place, we can focus on an effective execution plan. Our 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.
Sales Leaders, it is not uncommon for sales organizations to have weak or undocumented sales strategies. This is not the ideal scenario, but if you find yourself in that situation, you can still use our system to achieve your sales goals.
You can find more information about the 5 steps on the Sales Strategy Execution System page.
What is accountability and why is it important?
When we talk about executing sales strategy, it’s vital to focus on the most important things that enable success. Yes, there may be many “to do’s” on your list, but prioritize these items appropriately. And remember, accountability means attaching consequences, both positive and negative, for performance and goal attainment.
If your sales team respects you as a sales leader, they will strive to please you. Accountability in this case is likely achieved if you clearly communicate your expectations, provide support, and coach when needed.
However, if any of the following bullets describe your situation then accountability could be challenging. Our system can help you build the skills, confidence, and authority to position yourself as an effective sales leader, hold yourself and your team accountable for results, and build a high performance sales team.
- You are a new sales manager
- You have been promoted from within the sales ranks and looked at as just ‘one of the team’
- You have never been in sales so ‘what value could you possibly bring?’
- You come from a different industry so ‘you don’t understand our business’
- You are a sales leader who has inherited low motivated tenured sales people
- You are a sales leader looking for a new approach to managing your sales team’s performance
Definition: ac•count•a•bil•i•ty ►
n. The state of being accountable or answerable; responsibility for the fulfillment of obligations; liability to account for conduct, the fact or condition of being accountable.
Sales people, especially exemplary performers, thrive in an environment where expectations are high and people are held accountable for results. Sales organizations profit from improved productivity, decreased turnover, and increased sales when they develop a culture of accountability that benefits both sales leaders and sales people.
Accountability promotes trust, transparency, and innovation. Essential elements for inspiring people, executing strategy, 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
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