Written by Sean McPheat |
You wouldn’t go on holiday without deciding where you wanted to go, planning the accommodation and deciding on what transportation you would use.
So, when you are planning your approach to sales, it makes total sense to determine the strategies you are going to use to make it successful.
Selling is a strategic occupation, as it needs plans, processes, techniques and goals for it to function.
But what exactly is a ‘sales strategy’?
Five Steps To Developing A Sales Strategy
Set Out The Overall Objectives And Goals.
This means knowing what your target market is, what specific customers will want your products or services, outlining your timing to market and where you will focus your marketing to achieve those objectives.
If your product has a specific customer base, your marketing processes may be different than if you have a generic product that appeals to the masses
When You Have Those Objectives, Set Out The Steps To Be Taken To Achieve Them.
Make them specific and goal-oriented.
You want to be able to measure the success of any strategy you put into place, so put those measures into place for each product, and then you’ll be able to tweak or alter your approach depending on the success or otherwise of the strategy
Determine What Barriers May Be Placed On Your Journey To Market And When Your Team Are Aiming For Sales.
Will price be an issue?
What products and services do your competitors offer that may dilute your sales messages?
How will your customer measure the success of your product when and after they have used it?
Knowing what your customers will see as obstacles or objections means you are prepared before they happen
Determine The Best Way To Market Your Products And Services.
These could include:
Depending on how your product takes in the marketplace, you could have a number of different avenues to get your products to market, but may settle on one or two that prove the most successful
Profile Your Best Customers, The Ones Who Would Benefit Most From Using You.
This will give you a great marketing base on which to determine where your best efforts should be placed.
Your sales teams will benefit from having a strategic focus on who they should target and where their efforts would be best directed
A robust and firm sales strategy will go a long way to assisting you and your sales teams in creating a market need for your products and open more opportunities to achieve your overall objectives.
Make sure yours is specific and measurable enough to motivate your teams to achieve their potential.
Originally published: 4 October, 2017