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

1. Presented by
Atmadeep Das

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
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.

5.  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 threat

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
Infrastruct
ure
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

7. 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. Corpora
te
Strategy
Marketi
ng
Strategy
Sales
Strateg
y
Sales
Managem
ent Tools

10. • Feature and
benefits
• Product Mix
• Distribution
• Price schedul
• Volume discou
• Personal sellin
• Advertising
• Customer Ser

14. • Target market
penetration
• Price realization
• Brand integrity• Product mix
• Efficient distribution
• And so on….

15. Application
Buyer
Product
Value
Added
Selling
cost
Conclusion: Adding value during the sales process
costs money!

16. Sales
Managem
ent tools
Job
Design
Pay and
recogniti
on
Recruitin
g and
selection
Training
&
Coaching
Career
Managem
ent
Sales management tools should be strategicall
aligned

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
Newspaper
s
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
Generatio
n

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
Momentum
Success
Build
SOP
Design
Systems,
processes
and
communic
ation are
Standard
Operating
Procedure
Strategies
successful
ly
executed
and
creating
measurab
le results
Implem
ent and
execut
e
defined
strategi
es
Develop
the
systems,
processes
and
communic
ations that
drive
results
Research
and
define
the
marketpla
ce,
strategies
and
measures
of success
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