Creating a sales strategy outlines an approach that allows your entire sales team to be on the same page. This is extremely important when it comes to targeting your customers in a meaningful way. In addition to building and managing a successful sales team, you will need to provide them with a strategic plan which contains your objectives, tactics, target audiences and potential obstacles.
Qualities of a Sales Plan
A sales plan doesn’t need to be overwhelming, but it should be comprehensive enough that each salesperson can successfully execute the goals of the company. A typical sales plan includes information on target customers, revenue targets, marketing strategies, and market conditions. Once you understand the mission and background of your company, you can begin to put together your sales plan.
One of the most crucial points of a sales plan is understanding your target market and customers. Put together a list of traits and qualities your target audience has, while keeping in mind you may need to develop different personas for different products. Be sure to review this section for accuracy over time, as your product and goals may change as your service evolves.
Salespeople understand that with sales come goals and it’s important to meet these targets. In your sales strategy plan, take-time to outline your annual revenue-based goal tied to the high-level goals of your business. A successful salesperson will understand that goals are important and will aim to meet them, while not losing faith if they don’t succeed. Finding salespeople for your team who exhibit grit and Drive will lead you to achieving your high-level goals.
Your company’s marketing strategy is different than a marketing plan. This will help your sales team to understand what they should know about your company’s brand and lead generation. Examples of marketing tactics used today include email marketing, video marketing, social media marketing, event marketing, and blogging. Be sure to explain each tactic and how each is leading to the success of the high-level company goals.
Use this section to understand where your business falls within your industry. Be sure to include your strengths and weaknesses. List out your competitors and compare your products, including pricing. Think beyond the present day to anticipate changes that may influence your industry.
Structuring Your Sales Team
Once you’ve established your sales strategy and formed a plan, it is imperative to make sure each member of your sales team understands their role as a salesperson. In your sales plan, describe who is on your team and what their roles are.
You may have different members of your sales team who meet different objectives. Ensuring that everyone is on the same page, will lead to having a complete and cohesive team.
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