Sales Strategy Consulting - Building a Sales Strategy is a deliberate and thought out process that requires information from many portions of your company. It’s important to know you costs, your competitors, your product offering, and how it is perceived in the marketplace.
· If you build it, they will come
· Complex is not necessarily the best
· What it takes to win
· Understanding your competitors
· Execution
There is a saying “Build a better mouse-trap, and the world will beat a path to your door”. Not with-out a sales strategy that is tied into marketing, communication, production and of course, finance. Assuming of course that the “mouse-trap” provided a much-needed solution to the customer.
Firebird’s approach to building a Sales Strategy is based on:
· Understanding the current market situation
· What is your position in the marketplace?
· What is your competitive advantage?
· What are your constraints and how do we address constraints?
· What obstacles are standing in the way?
· How do you utilize assets to drive sales strategy and growth?
· How do we implement and measure?
· How is it connected to the Marketing plan?
Complexity: has its place but sometimes a simpler, more measurable plan is best, one that holds people accountable.
What it takes to Win: one of the most important aspects of the Sales Strategy is understanding what it takes to Win. Win your sales, increase your share of the market and your profitability. Developing a “Plan B” will help ensure that you meet your targets and Win the market.
Understanding your competition: how are they perceived, what are they doing well, what are they doing poorly, do they have the capacity to ramp up their business due to your moves in the market?
Execution: a sales strategy without proper execution is a reason why so many Sales Strategies fail. There will have to be tweaks and re-writes along the way as we go through this process and adjust our approach, however it is important to have the discipline to see things through.
