Regardless of whether you offer a Product or a Service, you must be sure that you know your Market, where your offering “Fits”, and how you’re going to meet the requirements of your customer. There are Four Steps to our process to determine how to ensure that you have the correct Strategy to attain the best Return on Your Investment.
Taking Stock
- Identify the talents within your Sales Team, and understand what their obstacles are. Decide on what is working and importantly, what is not working and why.
- Identify the full potential market for the Products/Services being offered. Pricing policy. Are you really making money? Do you need a full financial analysis?
- What are the Marketing requirements to create product awareness, etc?
- Analyse your clients by profitability, to identify where to focus your sales efforts to gain the maximum return.
- Review how you "DEAL" with Key Clients. What are your policies on C.R.M. Review your Organisational Structure.
- Open communication between departments and identify the flow of information ensuring everybody knows the part that they play in the Sales Process.
- Develop a report on the full assessment with recommendations on your next steps.
Developing Strategy
- Identify the tasks for your new Sales Strategy: From the Lead to the Sale!
- Define targets and territories so that your reps have a clear understanding of their role.
- Develop the bonus structure for the Sales Team, offering new motivation to excel.
- By identifying what have been your successes, we can develop a Sales Process as a formula for all of the Team. This process will have maximum consideration for your clients buying processes.
- Set up a schedule for regular sales meetings, so that all team members are fully informed, all of the time.
- Implement a Reporting System, so that your Sales Manager can keep in touch with the activities of the Sales Team, and offer guidance accordingly.
- Develop a Client Survey, to determine the needs of your customers, and what attracts them to do business with you, and how to increase your sales with them.
- Define the Marketing Strategy, according to the considered requirements of the company.
- Identify Key Clients and set goals with a clear process.
- Set Key Performance Indicators for the overall effort, and in turn for individual members of the Sales Team.
- Propose interim "Milestones" enroute to the ultimate achievement of the success of the strategy.
Implementation
- An In-House Seminar to introduce the Sales & Marketing Strategy, Sales Tools, etc.
- One on one “coaching” of the team members to reinforce their talents with a real understanding of the Sales Process.
- Sales Documentation for all members to enable accurate monitoring of all your reps activities, successes & failures alike.
- Implement a Marketing Plan, ensuring that the correct message is being spread by all members of the team, targeted well at the market.
- Pricing policy. Reduce Discounts.
Share your vision for success, encouraging all team members to come on board, offering success as the ultimate achievement.
Monitoring
- Regular meetings to monitor progress and success.
- Availability for further coaching where guidance is required or new team members are joining the company.
- Quarterly evaluation of the Strategy.
- A final report at the end of the first year, stating successes and failures of the Sales & Marketing Strategy and a summarised proposal for the next year.
Contact us now to benefit from our experience!