Establish a Winning Sales Strategy

Sales strategy not well articulated/ understood, team is tactical & constantly changing priorities

Missing sales targets & losing share

Constant growth pressures

Not relevant in key market segments, and competitors always a step ahead

Struggling to execute the strategy due to limited resources, capability gaps, practicality of initiatives & conflicting priorities

Inability to smartly measure progress to goals

Review existing corporate & sales strategy identifying issues and gaps

In-depth environmental scan, examine revenue & profit heat maps, competitive intensity & share of wallet

Investigate customer and partner trends and uncover insights

Undertake competitive benchmarking

Assess operating model – route-to-market (RTM), resources deployed, cost structure, complexity, profitability

Identify organization’s edge, structure challenges, capability gaps

Establish smart aspirational goals that defines success

Identify where to play - prioritize (product, customer, geography) segments

Determine how to win – operating model, segment strategies, competitor attack plans

Capabilities required – resources, execution tools, people, processes

Construct a practical “how to” guide, with actions & milestones

A measurement framework – impactful input & output metrics