Sales Strategy – but not as you know it!
Do you believe you can have whatever sales results you want?
I believe you can have whatever sales results you want as long as you plan for those sales results.
What sales you’re prepared to work for.
Whatever sales results you can engage and excite your team to aspire to and strive for.
The Morton Kyle Sales Strategy looks at your vision and ambition in relation to your sales outcomes, understanding what habits, activities, skill, and resources you need to deliver those results.
Forget about 20+ page sales strategy documents – focus instead on a workable 2 page plan and a sales engine template so you can get going with today.
It’s a practical sales strategy for:
- Fast turnaround of an under-performing sales function
- Breaking a sales plateau
- Launching a new product / service
- Ramping up a sales improvement drive
- Addressing sales cultures
- Driving activity initiatives
- Gaining clarity around key performance indicators
- Establishing sectors/niches and key winning sales messages
- Building reporting frameworks
- Clearing out old, unproductive sales habits, mindsets and activities and replacing them with new, productive and measured ways of working.
A Sales Strategy for Ambitious and Growing Businesses
Your business plan and your business development strategy should deliver solid, predictable and sustainable financial results.
That’s true whether you’re looking for a sales growth plan for a start up, an established business breaking a sales plateau, or an ambitious, growing business building market share, margin and turnover.
Why Do You Need a Sales Strategy?
Because, as we speak, you’ll have at least one savvy competitor constructing a plan for your demise.
Others will be identifying niches that you could earn very well from.
The rest will be targeting your current customers, your prospect pipeline and prospects you’ve already identified as being a perfect fit for an approach…
Those competitors may or may not get to your targets before you do…I’d like that to be a rarity – would you?
Plus an activity, habits, behaviours and skills based sales strategy works quickly, and it works because the risks are too high to take any wild chances on working without a sales plan that covers sales activity levels, sales sectors and sales messaging …as it’s applied at the front line sales interface.
Also, you’d be surprised at what your sales function is actually capable of when everyone plays to their strengths.
Inevitably, resources are too precious to invest time and effort (and money) without a well thought out activity based sales strategy.
Competitors too hungry for your downfall.
Not reason enough?
Well, how about this?
A sales and business development strategy defines your intent.
It directs your intention.
And takes others with you.
All on the same journey to reach the same destination, together, as colleagues.
And you know the rate and pace of progress and your expected ETA towards your sales goal.
It’s a plan for how and where you’ll spend your time and money, what KPIs you’ll drive, how you’ll measure those KPIs.
Measuring your progress against those KPIs
Plus, it looks at where you are now. So, it doesn’t cover all the stuff you’re sales team are great at, instead it just looks at what you need to do to IMPROVE on what you already have.
So everyone in the sales function can move forward, knowing exactly what they have to do.
It’s a unifying plan.
With checks and balances.
But…sales strategy plans don’t all look the same.
A sales strategy for an ambitious and demanding businesses is wildly different from a sales approach that’s defensive.
A revenue growth strategy for disruptive businesses could incorporate huge changes.
Changes may including niching, disrupting the market, ditching products/services and customer groups.
Maybe opening up new sales channels, reformatting the delivery mechanisms.
Focus on high level competitor attack, new market entry, partnership and affiliate development, remodelling pricing frameworks.
It might also include switching clients to new services, revising the profiles of perfect clients, upgrading contract terms and agreements.
Maybe it involves dropping some suppliers and expanding others or sourcing new.
Perhaps changing customer interfaces, refining the supply chain.
Even setting up brand new sales markets globally.
Reformatting the price list, moving to a SaaS model, segmenting your offerings.
The list is almost endless.
Now compare that with a sales strategy simply designed to maintain the status quo, a ‘business as usual’ holding sales strategy.
Less risky, more about consolidation, maybe creating loyalty programs, maximizing referrals, maintaining margin, growing volume…
Either way, the truth is, the financial results you get in your business are a direct result of the quality of your business plan, your business development vision and your sales and business growth strategy.
Just as having a great map makes for a better and less stressful journey.
Growth takes purpose.
It rarely happens by chance.
In fact, unless you’re wildly lucky, it never happens by chance. Everyone needs a plan.
You know what you want…
As a leader, in a typically highly competitive market you’ll know business growth, profitability and market survival/domination won’t happen unless you:
- Take control
- Create or spot opportunities
- Take action and
- Push forward
It’s by design that you get the business results you want, when you want them.
Your sales strategy identifies how you will go about attracting and retaining the clients and business you want.
Your sales strategy will direct your focus.
The aim of a realistic and focused business development strategy is that it helps you achieve more with less…and it tells you where to go, and when…and it measures your progress.
It lets you know you’re on track.
When you’re drifting…and what to do to bring you back onto a success track.
That way, you and the business become more effective.
With less stress, less wasted time and fewer wrong turns.
Plus, you get to plan all of this out on paper before you actually commit to any action.
That way you can plan, plan and plan again.
So if you can see that journey’s not going to get you where you need to be you throw that plan out and start again.
Now, isn’t that far easier than winging it, with all the associated unknowns, plus the risks and stress you face?
Isn’t that so much better than simply following the leaders in your industry, turning up 5 minutes late to every change?
Or maybe running knee jerk responses to ever competitor on your block?
Wouldn’t it be better if you could use an agreed way to avoid chasing worthless clients, entering unprofitable markets…?
Where you’re consistently promoting key messages, your marketing strategy will be on point, measurable and will build trust.
Doing this you’ll stack the odds in your favour and avoid competing with competitors on a playing field that’s not tipped in your direction.
You’ll never invest in building sales positions that lead to a dead end.
You’re not simply building a sales pipeline, a sales engine or invoicing machine anymore, you’re building a business with foundations for continual sales growth.
Fruitless option won’t be part of your plan.
If you find that your results aren’t what you want, then your sales growth strategy is ineffective and is sending you in the wrong direction.
Which means you’re wasting money, but more importantly, you’re wasting time.
Let’s face it…
You know where you want to go.
Where you want your business to go.
What sales results you need.
You know what turnover and profit you require.
You wouldn’t be in business if you didn’t.
That’s why developing a detailed and well thought out sales strategy is critical…before you DO anything.
A sales strategy designed specifically for the level of ambition you have for your business and sales function.
A sales and business growth strategy that encompasses all of your goals…
Be that sales, profit, turnover, market share, sales acquisition cost.
It will also cover new market entry, fighting competitor attack.
Perhaps building customer loyalty, automation, channel development.
Your sales strategy is simply being able to have confidence in the ongoing business performance.
During the process you get the opportunity to evaluate what you really want in your business.
After that it’s about looking at options, associated risks, costs and returns.
Having established those you keep and commit to some of those options.
Plus you can comfortably discard other considered options knowing that you’re focusing on the critical elements of your plan.
You’re giving your finite efforts to knowingly work on tasks fine tuned to deliver the predictable sales and business results.
Creating Your Sales Plan – What’s Next?
It all starts with a coffee…book your confidential meeting by calling Carol on 0779 002 1885 or email firstname.lastname@example.org
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Having a winning business relies on your business development plan, your business vision and your sales strategy, the risks are too great to risk taking a chance.