Is Your Team Effectively Implementing Your Sales Strategy?

Picture of a team trying to Implementing Your Sales Strategy

Implementing Your Sales Strategy Matters
Our organizational alignment research found that implementing your sales strategy accounts for 31% of the difference between high and low growth companies.

The Scenario
The sales strategy session is over and the number of flip charts you generated reflects all the time and effort you and your sales team devoted to creating a smart growth plan. You were even able to distill the sales strategy into a rather simple plan that included the six sales strategy components that matter most:

  1. Sales Alignment: Your direct link to the overall business strategy
  2. Target Client: Your ideal target market segments and critical buyer attributes
  3. Unique Value Proposition: How you clearly differentiate yourself from the competition in the eyes of your target clients
  4. Optimizing Sales Strategies: Your top 3-5 sales strategies over the next twelve months
  5. Sales Success Metrics: How sales success will be measured
  6. Sales Roles and Responsibilities: Who is responsible for what and when

Congratulations. A great and necessary start. For a it to make a true difference, however, strategy must be properly executed.

Monitoring If Your Sales Strategy is Working
Your sales team seemed eager to implement the new plan. But, two quarters later,you see little change in the way they are behaving and no clear signs that you will hit your expanded revenue targets. Now the question becomes… is your sales strategy working?

Three Ways to test If Your sales Strategy Is On Track
One of the easiest and most efficient ways to find out is to select a few of your sales folks, perhaps a couple of your sales stars, two of your lower performers, two turning in an average performance and a sales manager. Then follow these steps to test if your sales strategy is really doing what you hoped it would do.

1. Understanding and Acceptance of the Sales Strategy
Does your sales team really get it? Is your sales strategy clear enough…both its rationale and the plan for implementation? Ask your people to tell you in their own words how they interpret the plan and why they think it’s important.

You will soon learn if there is confusion in the ranks and, if so, be able to clear it up.Keep the conversations going until your sales team understands it, believes in it and feels that your sales strategy can work in your unique culture.

2. Sales Actions
Is your sales team’s understanding only intellectual or have they found ways to translate the sales plan into effective sales actions? Ask the test group how they are behaving differently and for specific instances of when their activities have worked or not worked. You need to determine if they not only know what to do to implement the new strategy but also if they know how to do it.

Map out the sales processes you want them to follow and make sure they have the necessary business sales skills and resources to carry out each step. Identify any barriers to sales success and create sales action plans to remove them as quickly as possible.

3.  Ongoing Sales Execution
Once you know that your test group understands, accepts, and knows what and how to act, you need to make sure that the desired sales behavior continues and that it brings the desired sales results in terms of revenue, margins, win-rates, deal size, sales cycles, etc. Monitor the key activities of the entire team. Check in with them for any ideas on ways to improve the process. Stay tuned so you can adjust as needed.

The Bottom Line
It takes unrelenting clarity, focus and sales leadership to not join the almost 9 out of 10 companies that don’t move their strategic plans from the Board Room to the field. Don’t leave your sales force in a state of confusion or undisciplined activity. Give your sales team clear direction, the ability to carry out the new sales plan and ongoing support and accountability to make it happen.

To learn more about implementing your sales strategy and creating a high performance sales team, download 15 Sales Warning Signs Your Sales Team is Headed in the Wrong Direction

Share:
Facebook Twitter Google+ Email LinkedIn

Comments are closed.

We have been able to utilize LSA’s extensive network of top-notch resources to leverage our investment in employee development. The result has been the cost effective and highly efficient delivery of quality educational and management training programs.

Steve Feller
Vice President, Human Resources

We consider LSA our true business partner in the areas of Learning and Organizational Development. From Strategic Planning to Presentation Skills and Management Training, they continue to provide excellent value and extremely high quality solutions – not just one time events. I recommend them to anyone looking to drive true business results.

Michelle A. Mitchell
Vice President, Worldwide Human Resources

LSA has been a tremendous asset to my portfolio, both at my current company and my past company. As an HR leader, I am always looking for ways to find external resources that can provide a solution to our management training needs. LSA does that for me. Their solutions are presented in a much more leadership-oriented manner so as to be crisp, business relevant, and easy to apply right back on the job. I will continue to augment our programs using LSA solutions.

Ken Boehm
VP of Human Resources

LSA’s consultant designed and delivered a half-day team building solution for our recent conference. It included careful customization to integrate the design with our new mission and values. Everyone had fun and identified key issues with our teamwork. Altogether a great program!

Bob Ward
Director of HR

I have worked with other training companies and found it to be more of a seller/buyer relationship than one of matching the right expertise to our business issues. That’s what LSA does – ask the hard questions, listen, and understand our business needs. We receive the benefit of their expertise from assistance with personal development plans to enhancing team performance, to looking at enterprise-wide challenges. It’s all about helping our business succeed as we grow. Right now, LSA is providing great ideas, a fresh approach, and valuable guidance as we develop our management team and accelerate our client relationship management results.

Kristin Westland-Kaune
Director, Team Development

LSA’s approach and ability to bring the best resources to eBay has been a great asset. They really focus on helping us succeed in any way they can and are very flexible in meeting our management and talent needs.

Mike Normant
Learning & Development

ebay

LSA has become the gold standard in team building and management training at Genomic Health! I have a hard time finding facilitators that come close to their level of customization, expertise and experience.

Emily Couey
Director of Human Resources

LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

VNUS Medical has been very pleased with the effective management development programs that LSA Global has delivered for us over the last four years. The programs have been universally facilitated by experienced and best in class instructors. The knowledge gained by our management team has been put into practice very quickly. VNUS is very happy to be working in partnership with LSA because they consistently deliver excellent programs that receive exceptional feedback from our management team.

Cindee Van Vleck
Director Human Resources

LSA helped us design and deliver a blended learning solution for our leaders to help drive our growth plans in a way that aligned with our specific culture and values. LSA understood our business, had deep expertise in the content areas, tailored the programs to fit our specific needs, and delivered great results. They constantly strive to deliver business impact and align their solutions with our business initiates, culture, and performance management systems. I highly recommend them to anyone looking to take their leaders to the next level.”

Beth A. Taylor
Vice President of Human Resources

Thoratec

SeaTel has found our partnership with LSA Global to be very valuable and beneficial. We turned to LSA to customize a supervisory/leadership solution to meet our needs. LSA delivered a customized top quality solution. I’d recommend LSA Global to any company looking for a best-in-class training and consulting partner.

Kortney Riddle
HR Manager

“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”

Sally Buchannan
VP Human Resources

Our company engaged LSA to do a specialized “train the trainer” program, and the consultant’s performance outdid our exceptionally high standards for such a program. Very crucial to the success of this program was the work done upfront to discuss our needs and to interview key members of our organization so that the program specifically met our goals. Our facilitators continue to comment on the success of the program. Thanks also for the follow-up.

Frank Abbott
Chief Financial Officer

We engaged LSA to design and deliver a 6-month custom executive coaching program for a group of our key leaders. The focus of the program was to help a core group of senior leaders to leverage previous investments in management training, to ensure the engagement and retention of key employees, and to push critical strategic initiatives forward. Even with the high expectations of our senior people, LSA has completely exceeded our expectations. I would recommend them to anyone looking to create and implement a custom coaching methodology using proven tools to drive true change.

Ivan Fukumoto
Senior HR Manager - Staffing, Training, & Development

We have worked with LSA Global for our learning and development needs and have always had great success. They helped us recently with customized Management Workshops that we held for the second time. It was fantastic, and I would highly recommend LSA to anyone that is attempting to get immediate and impactful improvements.

Mary Johnston
HR Manager, BU Radiology Informatics

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.

More

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More