To be successful in sales you need (1) a sales strategy and then (2) the actual step-by-step plan to follow.
The first, your strategy, needs to be clearly in place and aligned with the business strategy before you set off on your list of sales activities. At a minimum, your sales strategy should include a clear and agreed upon definition of target client profiles, how you differentiate yourself in the market, your critical few optimizing strategies, specific team and individual success metrics, agreed upon roles and responsibilities, aligned rewards and recognition and critical sales and marketing processes to make it all happen.
Consultative selling training maintains that if your sales strategy is sound and aligned with the overall business strategy, your tactical sales actions will produce meaningful results for you and your company.
Here are three ways to keep your sales strategy on track:
- Maintain vigilance.
Keep up with all your customers on a regular basis…not just those who are currently buying…and be sure you stay informed of any key personnel changes. As well, keep up with new developments in your marketplace, especially competitive threats and offerings.
- Keep learning.
Refresh your consultative selling skills so you stay ahead of the curve. Stay on top of developments in your customers’ companies and industries through ongoing research and be sure you are current with how your own products and services differentiate and add value to your target clients.
- Reflect upon your actions.
As busy as you are, it is critical that you stop and reflect on what is working and what is not so you can constantly improve your effectiveness.
