A sales transformation requires a focus on all three areas: sales strategy, capabilities, and leadership.
A sales strategy defines who a company’s customers and prospects are, what the value proposition is, and how the selling is done.* Changes to a sales strategy may be required when a new product/category is launched, competitive offerings have changed, or the company has been acquired or made an acquisition.
We take companies through a process that allows us to develop your sales strategy. Some of the questions and areas we explore to get there are:
- Who are our customers?
- How and what do they buy?
- How should we organize the sales team?
- How do we balance selling effectiveness against cost of sales?
* Building a Winning Sales Force, Zoltners and Sinha