The 3-Step Sales Strategy


Step 1: Sales Planning

The planning step helps you develop sales and data plans that will allow the organization to make the number. You will know what data you need along the way to help you make decisions. With the right plans in place, you improve your chances of success.

 

Phase 1: Markets

Understand the playing field completely.

 

Phase 2: Accounts

Go after accounts that are going to spend a lot this year and avoid those that are not.

 

Phase 3: Buyers

Understand how executives make purchase decisions.

 


 

Step 2: Engagement

The engagement step is where you define how the sales team interacts with prospects and customers. This begins with prospecting to generate early-stage buyer interest. Even if you are supported by a world class marketing team, the reality is that sales will still need to source at least 50% to 70% of your opportunities. This process definition continues through the sales process. The sales process must match the way buyers turn their initial interest into a decision to buy.

 

Phase 4: Prospecting

Fill the funnel with real sales opportunities.

 

Phase 5: Sales Process

Win more deals. Win bigger deals. Faster.

 

Phase 6: Organizational Design

Determine the right number of “feet on the street,” what type of reps you need, and the best organizational chart for you.

 

Phase 7: People Plan

“A” players generate 5x more revenue than “B” players and 10x more than “C” players.

 

Phase 8: Channel Optimization

Cover the market completely with direct and indirect sales channels.

 

Phase 9: Inside Sales

Drive profitable growth through an inside sales channel by covering select markets with a telephone based, web enabled sales team.

 

Phase 10: Territory Alignment

Balance customer requirements, company revenue expectations and sales rep workload to grow revenues.

 

Phase 11: Quota Setting

Link company objectives to sales rep targets.

 

Phase 12: Compensation Planning

Incentive compensation plans that get you to your revenue goal.

 


 

Step 3: Sales Support

Help your sales team be effective in perpetuity by supporting them and making your internal organization easy to do business with. Support is where you help your sales team’s effectiveness by removing their non-selling responsibilities and streamlining those that can’t be offloaded. With sales operations you will improve the efficiency of the team through process, technology, metrics and best practices. With sales support you will make the internal organization easy to interact with. With systems you remove the administrative burden by automating the core business process.

 

Phase 13: Sales Operations

Improve the efficiency of the sales team.

 

Phase 14: Sales Enablement

Drive revenue per sales head up and time to productivity for new sales hires down.

 

Phase 15: Customer Success

Grow revenues by retaining, and growing, customers by proactively managing the customer life cycle.

 

Phase 16: Systems

Improve the productivity rates of your sales team with smart sales systems design.

 

Phase 17: Back Office Support

Be a company easy to buy from and sell for.