Getting Your Sales Strategy Back on Track Matters
If you want to get your sales strategy back on track, you should feel reassured that when it comes to sales performance, sales strategy matters. Our organizational alignment research found that strategic sales clarity accounts for 31% of the difference between high and low performing sales teams in terms of:
Does this Sales Strategy Scenario Sound Familiar?
Everyone seemed to be on board when you outlined the corporate sales strategy for the coming year. But now, as the end of the quarter is drawing closer, you notice that the sales team is not really following the strategic plan. You notice they are chasing short-term gains and unqualified sales leads rather than following your sales strategy of focusing on building long-term relationships with a chosen few target and qualified accounts.
Three Ways to Get Your Sales Team Pointed in the Right Direction
How can you as a sales leader redirect their efforts and get your sales strategy back on track? Solution selling training experts recommend three ways to keep on track with your sales strategy:
1. Measure the Right Activities
Determine first which critical few behaviors align with and lead to achieving your sales strategy and sales targets; then measure them and share them with the team. If, for instance, frequent on-site visits help build the desired long-term relationships and revenue, establish how often your reps should call on their key clients and measure visit frequency.
Just make sure that any sales metrics are considered to be fair, accurate, relevant, possible, consistent and timely by your entire sales team.
2. Set Clear Behavioral Priorities
First, create a plan that prioritizes the “money making” sales activities that bring the results you desire. Then coach your sales managers to see that their teams follow the sequence of these behaviors that align with and promote your overall sales strategy.
3. Coach Frequently and Consistently
Both in one-on-one meetings and on-the-spot so sales reps learn the most important behaviors that matter most for your unique sales strategy and culture. Be consistent and focus on continuously and consistently improving sales proficiency. Sales reps who receive consistent sales performance coaching outperform their peers 4-to-1.
The Bottom Line
If you want to get your sales strategy back on track, focus on strategic sales clarity by measuring the right activities, setting clear behavioral priorities and coaching frequently and consistently.
To learn more about getting your sales strategy back on track, download 7 Ways to Stress Test Your Sales Strategy
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