The Anatomy of a Great Sales Strategy


Surprisingly, 39% of CSOs don’t have a sales strategy in place.

An effective sales strategy will drive sales revenue. How do best-in-class sales leaders define a winning strategy? Read on to find out.


An effective sales strategy will drive sales revenue. Here’s what leaders know about defining one.


What Is a Sales Strategy?

It is the operating plan for your company’s sales force. It requires choices on which sales programs to invest in and which to forgo.


What Does a Sales Strategy Do?

This strategy allocates sales resources. Done right, it will drive selling costs down and revenues up.


The right sales strategy will empower your sales team to accomplish their goals. It will grow revenues organically.


What Does It Mean to Use a Sales Strategy?

Using a sales strategy, sales executives will get the most out of their sales force. An effective strategy enables your sales organization to make the number.


Aligning the Sales Strategy:

Sales strategy is one of the six steps to strategic alignment. It should be aligned to each of the other functional strategies.


This starts with corporate strategy, which defines the direction for the company.


Next, sales strategy should align with product strategy. Sales has unique insight into customer needs, which can help product development. Ideally, sales enablement materials should be built in parallel with product management.


Finally, sales strategy should align with marketing strategy. Marketing must understand what leads Sales needs. Sales must communicate customer needs with marketing. Ideally, the sales and marketing plan should be created by each group in tandem.


Creating an Effective Sales Strategy:

Sales strategy is where the direction for your sales team is determined. It should build on the insights from the external marketplace and align with corporate strategy. It should address how to achieve the revenue objective with Product and Marketing’s support.


There are five steps to defining the right sales strategy. We will be talking about these steps in upcoming SBI Blog posts.


If you don’t want to wait, register for the “How to Make Your Number in 2016” Workshop today. An SBI strategist will walk you through what top performers are doing differently. And you’ll learn how to successfully hit your 2016 number.


Aaron Bartels

Helps clients solve the most difficult challenges standing in the way of making their number.

He founded Sales Benchmark Index (SBI) with Greg Alexander and Mike Drapeau to help business to business (B2B) leaders make the number. The world’s most respected companies have put their trust in and hired SBI. SBI uses the benchmarking method to accelerate their rate of revenue growth. As an execution based firm, SBI drives field adoption and business results.

His clients describe him as a consultant who:


“Makes transformational impacts on me, my people and my business”


“Solves my most difficult problems that to date we have been unable to solve ourselves”


“Brings clarity to an environment of chaos”


“Has real world sales operations experience making him qualified to advise us on a variety of sales and marketing challenges”


“Is able to spot proven best practices that once implemented will make a material impact on my business”


“Constantly challenges status quo and compels us to act”


“Focuses on execution and driving change to stick in our environment”


“Makes good on his promises while enabling our business to realize his projected results”

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