Sales strategy

This presentation is very helpful for understanding the various strategies used for Sales.

1. Sales Strategy Presented by Atmadeep Das

2. Sales Strategy

3. What is a Sales Strategy? An operating plan for a company’s sales force. What does a Sales Strategy do? Allocates sales resources efficiently to drive selling costs down and revenues up . What does it mean to use a Sales Strategy? CEO can get the most out of his/her sales force. Sales strategy

4. A Sales Strategy Has a Life Cycle

5. A Sales Strategy Solves for Typical Problems Merger of sales forces after Acquisition Declining Sales Revenues Declining market share Increasing cost of sales Changing market- product mix New Product launch that falls short of sell-through expectation New market entries posing competitive t hreat

6. Channels Determine optimal route to market Develop Go-to-Market Plan 2 Sales Force Structure Organizational model effectiveness vs. efficiency Sales Force Size Match selling capacity to market demand Design Sales Force 3 Sales Infrastructure Create performance conditions for optimal results Build Infrastructure 4 Account Segmentation Segment accounts by Ideal Customer Profile Lead Management Generate MQL/SAL/SQL Sales Process Map customer/prospect buying process to custom built sales process Develop Sales Strategy STEP 1 Sales process (step 1 to 4)

7. Sales strategy objectives State what you exactly want to achieve. Can you break larger tasks into smaller items? Establish clear definitions to help you to measure if you are reaching your goals. Describe your goals using actions verbs, and outline the exact steps you will take to accomplish your goal. Give yourself the opportunity to succeed by setting goals you will actually be able to accomplish. Be sure to consider obstacles you need to overcome Now much time do you have to complete the task? Decide when you will exactly start and finish the goals.

8. Goal:- Strategic Alignment

9. Sales Strategy Tools

10. The 4 P’s Feature and benefits Product Mix Distribution Price schedule Volume discounts Personal selling Advertising Customer Service

11. BCG Matrix

12. ANSOFF Matrix

13. Target Market

14. The sales functions ensures Target market penetration Price realization Brand integrity Product mix Efficient distribution And so on….

15. The selling pyramid Value Added Selling cost Conclusion : Adding value during the sales process costs money!

16. Sales management tools should be strategically aligned Sales management tools

17. 5 Steps to define sales strategy

18. Things like Corporate Strategy, Business Life Cycle, Market Dynamics. 1. Assess Performance Environment Review existing documentation Research industry markets Interview executives and management Survey Sales Force Survey Customers Mystery Shop competition

19. 2. Evaluate Organizational Design Look at Sales Structure, Value Chain, Sales Channel, Processes/Tools

20. Evaluate Organization Design Questions to Consider- How do you apply? Is Compensation inciting correct behavior? Is there an active Performance Mgmt. plan in place? Does the CRM platform maximize efficiencies?

21. 3. Conduct Competitive Analysis Including Stakeholder analysis and identification of competitive openings

22. Competitive Analysis Competitive Intelligence links sales strategy to competitive response Magazines Newswires SEC Filings Web Sites Census Market Research Newspapers Internal & External Experts Business Intelligence Software News Portals Online Directories Vertical Portals News Portals Research Shops Monitoring Tailoring Archiving Competitor Profiling SWOT Analysis Trend Analysis Simulation Forecasting Communications Brand Marketing Position Human Resources Suppliers Mergers/Acquisitions Financial Product Dev. Business Dev. Public Relations Marketing Information Information Aggregation Strategy Business Action Competitive Intelligence Content Generation

23. 4. Develop Buyer Personas. Don’t just try to understand who your customer is…. Understand how they buy. Otherwise you cant tailor your sales methodology to their buyer methodology.

24. 4. Develop a road map. With ROI models, Change Management Plan, Sequencing of improvement initiatives Requires a Sales Force Effectiveness team to carry out

25. Develop Roadmap Clear roadmap in developing sales strategy to achieve corporate goals

26. Best Practices in Sales Strategy Ensure active and visible CEO/Business Unit Leader participation Agree on financial & operational term definitions Plan and execute robust communications Garner continuous cross-company engagement Deploy/contract talented resources to carry out build & improvement efforts Don’t forget to link to Corporate Strategy Continually refresh strategy as needed

27. Thank you