First, a few definitions:
Methodology, according to The Free Dictionary, is "a set or system of methods, principles, and rules used in a given discipline."
Process is the steps your sellers take to move through helping your buyers. Steps need to make sense and this needs to scale.
Strategy, when specifically discussing sales strategy has many definitions - here is ours: Guidewires. They guide the many decisions and tactic choices the sales team leader(s) make which tie in with and support the sales methodology and processes.
The plans you put into place for each area of revenue.
As a leader, you need to step away from the day-to-day to focus on the bigger goals and strategies that will move action forward.
Once we’ve evaluated your ecosystem (people, leadership, pipeline, and process) we will work with you to put a strong plan of action in place to target key sales revenue and profit growth markets and the ideal prospects to target. We create a roadmap of practical strategies to:
> Prepare your team with the skills they need as consultative sellers and in selling value
> Expand sales opportunities within your current client base and improve success with new business
> Stay relevant in your and your client's world
> Determine partnerships for growth
People - Do you have enough headcount to scale growth? Do reps have the needed skills
Processes - Are sales regions balanced? What incentives and commission structures motivate sales reps?
Technology - What sales tools should you invest in to increase productivity, create reports, and analyze team performance?
Our SellForward plan includes capacity planning, skill evaluation, and sales plan design with strong data to back it all up. It becomes the go-to playbook with ideas, processes, and tactics to guide your sales organization’s strategy and provides the resources and instruction for reaching sales goals. It defines your company’s go-to-market strategy and expected costs and returns.
Sales strategy planning starts with executive and senior leadership working with sales to set goals and define where your organization wants to end up in the short term and the long term vision. With goals in hand, sales leadership must then assess and determine the needs and means to achieve those goals.