How Business Strategy Impacts Sales Force Development

At AGI, we provide strategic development services and sales force training and development?among other strategic business services. What may seem like two completely separate and somewhat disconnected services are actually highly synergistic. In the most successful companies, they work together, one feeding the other.

Everything grows from strategy?you should know this already. If you don?t, you need to understand this quickly: without an overall strategy for your company that includes defined goals and success metrics, you are only scratching the surface of your potential. And your sales team?your whole team?is operating without a clear vision of where they should be going and how they will know when they get there.

If I asked your sales team what the company brand promises are, or what makes your company different, or how you add value to your customers, would their answers match yours? Would there be consensus across your sales team? If not, why? Most likely your business doesn?t have a clear strategy. If it does have a strategy, you may not have translated this strategy to the sales mindset. And you really, really need to. If your team cannot explain why someone should buy from you over the competition it?s a sign that you lack a good strategy.

The sales function is the lifeblood of your company. If your strategy does not translate to a language that your salespeople can understand and implement, your lifeblood is severely anemic.

Here are some example strategic goals and how those goals could be translated into a sale development plan:

Strategic Goal?:

Take 10% market share away from competitor???

Sales Translation:

Develop guerilla sales campaign to??sell away from competitor

Strategic Goal?:

Launch new product/service into niche? market?????

Sales Translation:?

?Create lead generation plan for niche

Strategic Goal?:

Increase revenue by $1M by reengaging dormant clients???

Sales Translation:

Assign dormant clients to sales reps and create ?revive? plan???????????????????????

?

How have you tied your strategic plan back to your sales force plan? How do you know your salespeople are working towards the same goals?

?

Howard Shore is an executive leadership coach who works with companies that need strategic development services. Based in Miami, Florida, Howard?s firm, Activate Group, Inc. provides strategic planning and management coaching to businesses across the country. To learn more about sales force development through AGI, please visit www.activategroupinc.com, contact Howard at (305) 722-7216 or email him.

VN:F [1.9.15_1155]

Rating: 0.0/10 (0 votes cast)

Tags: a clear strategy, Activate Group Inc, Business strategy, Coaching in Florida, consultant, Executive Coach, Howard Shore, most successful companies, sale development plan, Sales, sales force development, sales force training, sales mindset, strategic development services, strategic goals, what makes your company differen, what the company brand promises are, your sales team

This entry was posted on Friday, March 23rd, 2012 at 1:19 pm and is filed under Articles, Business Coach, Business Coaching, Howard Shore, Sales Force Development, Sales Training, Strategic Plan, Written By:. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

Source: http://www.activategroupinc.com/2012/03/23/how-business-strategy-impacts-sales-force-development/

beverly hilton hotel whitney houston found dead i will always love you whitney houston 2012 grammy awards powerball results pebble beach golf beverly hilton