Sales Strategy workbook for SME CEO
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This document is a sales strategy workbook from Consult4Sales.com that provides questions and templates to help develop a winning sales strategy. It addresses topics such as the key inputs for a sales strategy, questions to ask, areas for learning and focus, templates for the triple play strategy and selling pyramid, and strategies for attracting new customers and increasing billing from existing customers. The overall aim is to provide a comprehensive guide to strategic sales planning.
Sales Strategy workbook for SME CEO
- 1. W W W . C O N S U L T 4 S A L E S . C O M T H I S W O R K B O O K I S P A R T O F " S A L E S K I P A T H S H A L A " F O R S M E C E O . SALES STRATEGY APRIL,2018
- 2. What are the 3 inputs that sets the ground for preparing a winning Sales Strategy? Add a little bit of body text 1. Product must be ___________________ , __________________ & ________________ 2. Service levels must be ___________________ , __________________ & ________________ 3. Relationships must be ___________________ , __________________ & _________________ www.consult4sales.com
- 3. What are the questions that one must ask before setting to prepare a winning Sales Strategy? Please answer each of the above questions with specific answers pertaining to your business. www.consult4sales.com
- 4. What are the learnings that you would like to unlearn, learn and relearn? Your sales success depends on the same. 1. Talent Management 2. Best Sales Practices 3. Creativity & Innovation 4. System Dynamics 5. Action Learning 6. Strategic Planning 7. Organisation & Behavioural Change www.consult4sales.com
- 5. How does your Triple Play Sales Strategy look like? 1. Viable Business Opportunity ________________________________________________________ 2. Sales and Marketing Tools ________________________________________________________ 3. Positioning and Value delivery ________________________________________________________ www.consult4sales.com
- 6. Where is your sale likely to grow in this diagram? 1. Increase sales per customer ________________________________________________________ 2. Churn from competition ________________________________________________________ 3. Introduce new products ________________________________________________________ 4. Expand to new markets ________________________________________________________ www.consult4sales.com
- 7. In the overall framework of Sales Strategy, where do you need to focus on this year? 1. Focus 1 ________________________________________________________ 2. Focus 2 ________________________________________________________ 3. Focus 3 ________________________________________________________ www.consult4sales.com
- 8. Prepare the selling pyramid for your business? 1. Can we increase customer profitability in a new way? ________________________________________________________ 2. Who are the buyers and what do they want from the sales process? ________________________________________________________ 3. How do I close sales leads quickly and have a lean pipeline? ________________________________________________________ www.consult4sales.com
- 9. What are the other strategies that should be in place to enable the sales strategy to work well? 1. What data could you gather from market? 2. What is your corporate strategy? 3. What is your product strategy? 4. What is your talent strategy? 5. What is your Marketing Strategy? 6. What is your Sales Strategy? www.consult4sales.com
- 11. How will you attract new customers to your business? 1. Knowledge Forum ___________________________________________________________ 2. Customer Experience (Empowerment, Education, Edutainment) ___________________________________________________________ 3. Customer Reference ___________________________________________________________ 4. Schemes and Offers ___________________________________________________________ www.consult4sales.com
- 12. How will you increase billing from existing customers? 1. How will you increase per customer sales? ___________________________________________________________ 2. How do you intend to retain customers longer? ___________________________________________________________ 3. How will you lower the cost to serve the customers? ___________________________________________________________ www.consult4sales.com
- 13. What will you do in each of the following 4 categories ? www.consult4sales.com
- 14. About Us Strategic Concepts (I) Pvt Ltd, Nagpur was founded in 1998 with a purpose of providing a single window one-stop solutions to all challenges in Sales Management. This led to the development of two verticals viz. Corporates and Small and Medium Enterprises. Tangible results in sales is what separates us as a consulting enterprise. All our consultants have 25 years plus hands-on experience in sales. Aptly said, for us , Sales is a Religion ! www.consult4sales.com