To run an effective sales organisation you must know what to do, how to do it and why to do it - that is sales strategy, sales skills and sales motivation. The sales strategy step has four elements –
1. Territory plan. This comprises where you are selling in terms of geography or client set. It identifies who you’re A, B and C customers are, and identifies your value proposition at the territory level.
2. Account Plans. For each of the A accounts you will need an Account Plan which focuses you on how to maximize the sales potential for this A account. It should also identify the key opportunities arising from this client
3. Opportunity Plan. This is core work for sales people – how to identify and close opportunities. The plan asks questions like ‘is this an opportunity?’, ‘is it worth winning?’ and ‘can we win?’
4. Engagement Strategy. For every client identified by the Territory Plan you will need to know how you plan to cover them. The A clients are addressed by the Account Pan, for the Bs and Cs you will need to know how you plan to service them. You can then go ahead and plan your month and quarter based on your coverage plan.
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