Top-producing heads of sales master the playing field to reach their number.
Your sales strategy sets direction with an operational plan to achieve revenue growth objectives. It also determines which sales programs you will invest in to accelerate sales efforts, and which programs you will forgo. Evaluate if your sales strategy is a problem, download our 10th annual workbook, How to Make Your Number in 2017. Turn to page 260 of the PDF.
If you are not exceeding your revenue growth goals every year, there’s a good chance your sales strategy needs some retooling. The following questions help determine whether you’re setting your team up to make, or miss, its number in 2017:
- Competitive standing: Are your competitors or your industry growing faster than you?
- Prospecting: Are you lacking enough opportunities in the pipeline?
- Sales process: Are your deal sizes stagnant, and sales cycles lengthy?
If you are contending with any or all of the preceding issues, begin by framing the situation correctly. Challenge your current assumptions. And compare yourself to sales leaders who achieve aggressive revenue growth goals without fail. What are they doing differently? Contemplate breaking your large sales strategy problem down into smaller, easier-to-solve chunks. Last but not least, get an outsider’s opinion. You may be too close to the situation to be objective.
In addition, you might consider exploring our 10th annual workbook, which codifies emerging best practices from elite sales and marketing executives. Discover how the world’s top sales and marketing leaders meet aggressive revenue growth goals using the management methodology in our 10th annual workbook, How to Make Your Number in 2017 … and Every Year Thereafter.
Make Your Number in 2017 - Special Strategic Planning Issue
Discover how a successful Revenue Growth Methodology will see increased productivity and higher standards in your organization using our 10th annual workbook.
