The 3-Step Sales Strategy
Step 1: Sales Planning
The planning step helps you develop sales and data plans that will allow the organization to make the number. You will know what data you need along the way to help you make decisions. With the right plans in place, you improve your chances of success.
Phase 1: Revenue Plan
Define the plan for how you are going to achieve your revenue goal.
Phase 2: Accounts
Properly align your sales resources to your highest value accounts.
Phase 3: Buyers
Understand how your buyers make purchasing decisions.
Step 2: Sales Execution
The sales execution step is where you define how the sales team interacts with prospects and customers. This begins with prospecting to generate early-stage buyer interest. Even if you are supported by a world class marketing team, the reality is that sales will still need to source at least 50% to 70% of your opportunities. This process definition continues through the sales process. The sales process must match the way buyers turn their initial interest into a decision to buy.
Phase 4: Prospecting
Fill the sales funnel with enough opportunities to make the revenue goal.
Phase 5: Opportunity Management
Deploy a consistent process to win more new logo deals, bigger new logo deals, more often.
Phase 6: Account Management
Generating new opportunities within your current accounts.
Phase 7: Coverage Plan
Cover the market potential with the most cost-effective direct and indirect sales channels.
Phase 8: Partner Strategy
Select the right partners, gain their mindshare, and drive more revenue through your key partnerships.
Phase 9: Organizational Design & Talent
Determine the right roles, number of headcount, and organizational chart required to make your number.
Phase 10: Territory Design
Balance customer requirements, company revenue expectations and sales rep workload to grow revenues.
Phase 11: Compensation Design & Quota Setting
Sales compensation plans that enable the company to achieve its revenue targets and maximize incentive compensation to reps that deliver results, without breaking the bank.
Step 3: Sales Support
Help your sales team be effective in perpetuity by supporting them and making your internal organization easy to do business with. Support is where you help your sales team’s effectiveness by removing their non-selling responsibilities and streamlining those that can’t be offloaded. With sales operations you will improve the efficiency of the team through process, technology, metrics and best practices. With sales support you will make the internal organization easy to interact with. With systems you remove the administrative burden by automating the core business process.
Phase 12: Sales Operations
Improve the efficiency of the sales team and provide insightful data.
Phase 13: Revenue Enablement
Drive revenue-per-head up and time-to-productivity down for all key areas of your go-to-market engine.
Phase 14: Sales Tech Stack
Use technology to improve the speed of business and to make it easier to do business internally and externally.