Sales Strategy

Below the layers of business and marketing strategy, B2B organizations need a sales alignment strategy focused on requirements for sales enablement and change management

Creating Sales Strategy Alignment

Companies that are seeking to implement a new growth strategy often make some mistakes. One is that they fail to differentiate between business strategy, marketing strategy, and sales strategy

Summary of Findings

Summary of Findings documented as starting point for an Executive Alignment Workshop:

Voice of the Team
Critical Gaps
Findings
Recommendations

Example Change Vision

“One Pager” summary of the vision and how to get there including:

Why Change?
Why Now?
Current vs. Desired State
Program Overview
Success Metrics

Sales Strategy

Sales strategy decisions debated, confirmed and documented:

Sales Identity
Segments
Sales Plays
Sales Engagement
Coverage & Roles

Implementation Plan

12 - 18 month implementation plan for enablement and change management:

Resources & Timeline
Core Team Roles
Change Requirements
Playbook Strategy
Communication Plan
Measurement

Strategy Resources

Library threesalesstrategyquestions

Three Sales Strategy Questions

Library strategyoverview cover

Sales Transformation Planning Overview

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Sales Strategy Alignment

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Coaching to Sales Strategy Implementation

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Deploying Sales Strategy

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Risk of Not Aligning Sales

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