“45% of organizations consider the limited alignment of sales and strategy as one of the most important impediments that needs to be addressed through effective sales compensation.” – Ventana Research, 2014
After identifying your sales targets, we will work out strategies, tactics and actions to achieve them.
Sales strategies
We will identify overarching strategies for increasing sales in your business. When developing your sales strategies, we will consider:
- your market segment
- your customers’ motivations and expectations
- your capacity to meet your customers’ expectations.
After creating your sales strategy, we will assist you to:
- Integrate strategy with sales compensation plans. The only way to make sure sales strategy is properly implemented is to embody it in the incentive compensation plan. This will align sales reps’ goals with the objectives of the organization and give you the tools to monitor progress throughout the year.
- Communicate strategy to all levels of the organization. If you assume that people will naturally understand and word towards your strategic goals the second you communicate them, you might be in for a surprise. More often than not, sales reps and managers don’t fully know the corporate goals and don’t understand their role in achieving them.
- Constantly monitor plans and analyze results. Many organizations make the mistake of reviewing results sporadically. In order to achieve strategic goals, alignment between plans and sales behavior should be monitored regularly. We will incorporate a dedicated process that provides meaningful information about alignment, as well as experienced people who can provide solutions to problems.
- Give your plan a chance. We will help monitor your sales strategies until you are satisfied with the results.