Sales Strategy:

Sales strategy consists of planning and positioning a company’s brand to gain competitive advantage. A successful strategy affords the salesforce the opportunity to focus on targeted prospects. A well planned strategy enables the salesforce to communicate with and market to perspective clients in relevant and meaningful ways. A successful strategy identifies and engages prospective clients, thereby providing the salesforce with a pool of qualified prospects of which they have a better than average opportunity to convert to clients.

Takeaways:

• Able to establish the sales strategy
• Able to create sales road maps
• Able to build the sales plan that supports the strategy
• Able to develop the prospect conversion plan
• Able to establish sales goals and assign sales quotas
• Able to establish sales performance in alignment with management objectives
• Able to develop the plan to manage and track sales performance

Course Content:

• Establishing and developing sales strategy
• Creating structure and plans to support strategy execution
• Prospect identification, qualification and pursuit planning
• Conversion strategy — turning prospects into customers
• Planning the sales engagement
• Sales Execution Roadmap — targeted customers, point of entry and pursuit process