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September 16, 2014
Sales Leaders: It All Comes Down to This
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You’ve prepared for 2015. The sales strategy is set. You’ve defined your market and key buyers. The team has been structured to maximize revenue efficiency. The new compensation plan aligns with your sales strategy. Everything is perfect on paper.
Now comes hard the part. Your team must execute the plan.
It’s easy to articulate a sales strategy. It’s another thing to ensure the strategy reaches the front lines. What will your reps do during the customer-facing “moment of truth”? Will they revert back to old habits or deliver?
A properly designed execution plan brings your sales strategy to life. It makes it easy for your reps to execute the strategy. It drives adoption and learning of new concepts. And it measures the success of each program through leading indicators and reports.
Download our report, “How to Make Your Number in 2015.” It includes real project examples of how top sales leaders execute sales strategy.
Here are the four main components of sales execution. Each component has several questions. Before you launch your strategy, ask yourself these questions. If you have more No’s than Yes’s, your plans may never reach the field.
Sales Enablement: Get the right sales content into the hands of the right sellers at the right time though the right channel to move a sales opportunity forward.
Sales Adoption: Drive sales adoption of sales programs.
Forecast/Pipeline Management: Analyze data to produce insights for sales leadership.
Reporting: Identify, design and create a set of reports that consistently satisfy the needs of the executive leadership team.
Bad tactics will destroy even the best strategy.” -General George Patton
Planning is only the beginning of a successful year. The best sales strategy will only be effective if the field executes it. Gain an understanding of what you need to do to be successful. Download our report – “How to Make Your Number in 2015“ and learn how top companies plan for execution.
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