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October 20, 2011
2 Impactful Secrets for Success in 2012 – Go to Market Strategy
By: Scott Gruher
The activity your sales team is performing right now will impact 2012 and not 2011. If you are going to miss your number this year, you better have a plan to hit it next year. The average tenure of a VP of sales is only 19 months. If you are going to hit your number in 2011, you know it will be a bigger nut in 2012.
As you develop your sales strategy for 2012, how will you ensure your sales force structure is aligned with that strategy? If you aren’t confident at this point, you still have three months to prepare. You can take one of two paths to ensure you are prepared for 2012.
Are you sized correctly? If not, hiring resources may help your number in 2012. But, by the time you recruit, hire, and onboard the new talent, a good portion of 2012 will be in the rear view mirror.
Here are two ways you can increase the effectiveness of your current sales talent by modifying your sales force structure:
1. Design Roles for Effectiveness
The Sales Force Specialization Assessment below provides a list of question to help you determine which type of role specialization will work best for your sales team.
2. Align Resources with Account Value
Call to Action
You have almost three months to make changes to your sales force structure that will help you hit the number in 2012. Re-evaluate your roles to determine if you should specialize. If you already specialize, focus on adding clarity to your sales team roles to enhance your Go to Market Strategy.
What ideas do you have to enhance your structure heading into to 2012?
Please attend our next webinar to learn more about best practices surrounding the adoption of Sales Methodologies.
Scott joined SBI in 2010 with years of hands-on experience in sales leadership and enterprise selling. Since his arrival, he has helped dozens of organizations dramatically accelerate growth, from Fortune 10 organizations like Phillips 66 to fast-growing cloud service organizations like InfusionSoft. Scott specializes in cross-functional alignment. He helps leaders align around the growth goal and design the right processes to bring the strategy to life. His unique combination of real world experience and a pragmatic approach to problem solving have made him one of SBI’s most demanded resources.
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