Sales Strategy Insights

Question: Has your Sales Organisation designed your Sales Engagement Process to align with your customer’s buying cycle, and is it correctly aligned to your customer’s buying cycle? The Reality  According…

Question: Has your Sales Organisation identified the most effective actions for sales executives to follow at each stage in the sales process, from opening to close – and are you…

Question: Has your Sales Organisation formally defined the systematised delivery of a 5-star service experience in every customer interaction, pre- and post-sale – and ensured that sales executives deliver a…

Question: Has your Sales Organisation formally outlined forecasting criteria and designed a process for revenue-forecasting meetings to be held by sales managers with sales executives – and do your sales…

Question: Has your Sales Organisation clearly defined Ideal Customer Profiles – and do your sales executives use these ideal profiles to effectively qualify prospects? The Reality  According to our research…

Question: Has your Sales Organisation formally defined which are your highest priority products – and do your sales executives offer those products to customers and prospects to achieve the business’s…

Weeks and months of planning go into defining the optimal sales org design for your organisation: Countless meetings and analysis comparing the benefits of hunter/farmer, stratification, product specialisation or other…

What should be the appropriate frequency of quotas – daily or monthly? Identify your desired outcomes and consider unintended consequences before you answer this question. Sales organisations often struggle to…

This report will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is…

Ask any organisation what’s happening in the sales department on the last few days of the month and the entire last week of any fiscal quarter. You’ll probably get an…