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Do you have the sales force your strategy needs?
| Guest post by: Sue Barrett |
Article Overview: The other week I ran a webinar on ‘How to clearly manage and measure your sales team’. During the webinar I was asked many questions, one of which came from a senior sales leader, “With some time to reflect over the Christmas break, what is the one thing I should focus on getting right for my business?”
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Free Download - How Your Procurement Practices Affect Your Sales and Brand By Sue Barrett |
Do you have the sales force your strategy needs?
I ran a webinar on ‘How to clearly manage and measure your sales team’. During the webinar I was asked many questions, one of which came from a senior sales leader, “With some time to reflect over the Christmas break, what is the one thing I should focus on getting right for my business?”
Given that business as usual is not ‘usual’ anymore, I suggested the following:
1. Review your business and sales strategy
* Do you have the right strategy in place?
* What has changed over the last 12 months
* How has your client mix changed? i.e. are your key accounts still key? What emerging markets have come into play that you need to be in?
* Does your tactical marketing plan still support your sales and business strategy?
2. Do you have the right sales team structure in place?
* Is your current sales team ‘fit’ enough to deliver your strategy?
* If not, can you get them to the standard where they will be competitive?
* If the answer is ‘No’, then what types of sales force do you need?
* Do you need more reps in the field, more people on the phones, or do you need a different type of sales force?
* In an ideal world what would your sales force look like? How would it function if it were to deliver effectively on your sales strategy?
By asking yourself these questions and reflecting on the current state of play in your market and business you can imagine what it could be like. The market and how you intend to apply your strategy will dictate the kind of sales force you need.
Remember everybody lives by selling something.
Part 5: Marketing and Sales Strategies
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The Sales Force with Over Achievers Who Don't
"Everyone knows Sales Force Incentives Dramatically Increase Sales"
Surprising Statistics from the Sales Force Grader
Optimize Your Sales Force Without Spending a Dime
Can You Motivate Your Sales Team?
Has Your Sales Force Lost Their Passion
FREE Salesforce Grader Tool
Your Sales Organization has Never Been So Important
Motivation or Sales Process?
Maximize Your Sales Force
Celebrities and the Sales Force
Management's Guide to the Top 10 Differences Between Sales Winners and Losers
Create Your Own Referral Sales Force
The Ignorance Factor and Achieving Your Company's Revenue Goals
Startups and the Dilemma of the First Sales Hire
Sales Training for the Fiery Edge on your Competitors
Establishing an Outside Sales Force
Developing an Outside Sales Force
Article Tags: sales force, sales leader, strategy, webinar
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About the Author: Sue Barrett RSS for Sue's articles - Visit Sue's website Sue is one of the leading voices commenting on sales today. Sue has a unique way of getting to the heart of the matter - she combines extensive knowledge, research, insight, and practical experience with a deep sense of compassion to bring forth a more enlightened way of thinking and participating in the world. This makes her stand out from the usual crowd of existing business commentators. Her ability to distill complex ideas and relate them to life's everyday challenges and opportunities has audience members and readers leaving with a stronger understanding of "self" and how they can begin to achieve excellence through purposeful action. Presenting and writing on a wide range of topics about the world of 21st Century selling Sue's presentations and articles include sales philosophy and culture, sales leadership and coaching, sales training, selling skills, resilience, neuroscience in selling and more. Sue's articles are some of the most widely read in Australia and she is gaining a following overseas as well. Besides publishing on Barrett Sales Blog site, Sue has been the lead sales writer for www.smartcompany.com.au since 2007, and is also regularly published on other highly regarded publications such as Australian Anthill Magazine, Niche Magazine, Marketing Mag, Business Chicks, and Business Deals. Click here to visit Sue's website   Where is your inner six year old when you need them Influencing vs Negotiating Whada ya rates Why everybody lives by selling something is key to your success How can we learn from our best sales performers |
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