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Sales Strategy

Written by: Colly Graham

Article Overview: Strategy: planning of war - the science or art of planning and conducting a war or a military campaign planning in any field - a carefully devised plan of action to achieve a goal, or the art of developing or carrying out such a plan A Sales Strategy Defined

Sales Strategy

Strategy:
planning of war - the science or art of planning and conducting a war or a military campaign
planning in any field - a carefully devised plan of action to achieve a goal, or the art of developing or carrying out such a plan

A Sales Strategy Defined

A Sales Strategy is basically a calculated and tactical plan for acquiring new business, growing existing business and making and/or exceeding the company sales quota. Typically, a healthy mix would include 75 percent of the sales quota from new business and 25 percent of quota from add-on business from existing customers.
As in all good plans you need to begin with the end in mind.

What is it you want to achieve – be specific.

Knowing what you want to achieve will allow you to formulate the necessary steps to achieve the results you are seeking.
• How Much?

• By When?
There are four basic parts of a sales strategy:
1. New business strategies
2. New business acquisition tactics
3. Existing business growth strategies
4. Existing business growth tactics
Four Parts of the Plan
Sales Quota: This critical element of plan sets the tempo of efforts throughout the year and provides quarterly, monthly, weekly and even daily sub-goals for you to achieve.


Sales Territory: Refers to the geographic area, list of named accounts or specific market niche you have been assigned to in which you are to sell products, services and solutions.


Strategy: The plan necessary to accomplish the company’s sales’ goal


Tactics: The steps necessary to carry out the plan.

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Article Tags: business acquisition, business growth strategies, business strategies, critical element, existing customers, market niche, military campaign, necessary steps, new business, s sales, sales goal, sales quota, sales strategy, sales territory, science, tempo



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