Sales and sales strategies have become more important and
more complex in the last few years.
Although there are hundreds of technology platforms
available to support sales teams and sales leaders, most sales forces struggle
to optimize sales performance in the face of these challenges:
- Intense competitive pressures and rapid shifts in the marketplace
- Increased commoditization and pricing pressure
- More savvy buyers with greater expectations and information
- Greater difficulty consistently attracting, developing, engaging and retaining top sales talent that fit the sales strategy
- Growing internal pressure to focus on short-term performance at the expense of long-term health and success
For sales leaders willing to look beyond a weekly sales forecast, there are a few smart moves you can make to greatly optimize sales performance. The key is to align sales strategy, culture and talent. Our recent organizational alignment research found that sales leaders across all industries who achieve this three-part alignment grow revenues 58% faster, are 72% more profitable and retain customers 2.23-to-1 compared to their less aligned peers.
The good news is that sales growth is within reach.
Sales Strategy
It all starts with sales strategy. Our research found strategic sales clarity accounts for up to 31% of the difference between high and low performing sales organizations. High performing sales leaders start by creating a sales strategy that outlines clear and compelling choices about where to play and what actions to take. Done right, a successful sales plan sets a sales force up to perform beyond just the sum of its parts because it creates ruthless focus and alignment.
You will know that you are headed in the right direction in terms of clarity when your sales strategy outlines:
- Target Clients: Where you should win the majority of the time.
- Differentiation: What differentiates you from the competition in the eyes of your target clients in a way that drives premium pricing, increases qualified lead generation and improves customer retention.
- Success Metrics: How sales success and failure will be measured at the corporate, team and individual levels. This includes identifying how sales, marketing and other functions need to work together to execute the sales strategy gracefully with your customers' best interests at heart.
- Sales Processes: Which critical few sales processes matter most in terms of meeting your sales targets and executing your sales strategy.
- Sales Barriers: What top 10 barriers to overcome for sales success during the next 12 to 36 months.
- Action Plan: How, specifically, to execute your sales strategy and surmount the key barriers based upon your identified strategic priorities.
If you want to optimize sales performance, start by creating a
clear, believable and implementable sales strategy that is aligned with the
overall business strategy. The clarity will lead to better decisions and
greater levels of empowerment to serve your target clients.
Make sure your sales leaders leave no doubt that they are fully committed to the plan before you move into implementation mode.
Make sure your sales leaders leave no doubt that they are fully committed to the plan before you move into implementation mode.
About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned
