Sales strategy that delivers profits, pride and performance.
Being a sales manager is so rewarding. It’s one of those roles that really has everything.
As It’s your responsibility to deliver the sales strategy you get to see all sides. The externals, which includes clients and supply chain. And the internals as you are the link between the client and the product or service delivery team.
In summary it means working with good people, good clients, with good marketing support, delivering good products and making the business strategy a reality.
Aligning clients needs with the firms ability to satisfy or delight the client is a win win win scenario and one that sales managers everywhere seek to make happen frequently and regularly.
But it doesn’t always go so smoothly. That’s the problem. There are irritations along the way that if not treated become festering sores that in turn could become life threatening. That’s when the sales strategy starts to unravel.
1. Get and keep good people who make or deliver the service. It makes a huge difference. How many great meals are ruined by sloppy, indifferent, incorrect or late delivery? Strive to get it right first time so that the relationship account is always in credit. When or if a withdrawal needs to be made then there is some value in the account.
2. Get and keep good clients. Not all clients are the same. Strive to hold on to the good and divest the poor. Build strong bonds at all levels with the good clients. Make them feel valued across the organisation. Let your competitors have the poor ones. You can be generous here. Actively guide the poor clients over to them. But hold on to the good ones with all your might. They are the ones that generate most of your long term profit.
3. Get the best marketing support possible. Make sure it either sells or eases the sales process. Sales people need collateral to sell, not for any other reason. Make sure that the brochures, website, email campaigns even the stationery all aid the sales process.
4. Get the very best product or service that you can deliver. Embed continual improvement in every aspect of service design, innovate, copy, mimic, benchmark to make sure that what you are selling delights the clients and gives pride to the firm.
5. Get a realistic business strategy in place. Implement it well and measure those performance metrics that impact the strategy directly. Make changes quickly. Embed the good. Keep the plan’s delivery in the public eye.
Those are the 5 things that being an international sales manager taught me when delivering the sales strategy. If they were all firing in sync then my life was more focused on generating more and higher profit new business. Done poorly and I spent my time firefighting, politicking, scoring points and seeking my own teams agenda.
Do these 5 things well and your sales manager will be deliver the strategy:
1. Get and keep good people
2. Get and keep good clients.
3. Get the best marketing support.
4. Get the very best product or service that you can deliver.
5. Get a realistic business strategy in place.
Call me on 0117 317 8147 if you want to talk through your organisations performance in these five areas and deliver the sales strategy.
Click here to go to our sales strategy training page