Sales Strategy Development David Fritz
Sales Strategy Development
Advanced Sales Management Workshop
June 23-24, 2010
David J. Fritz
President
Growth Solutions, LLC
Naperville, IL
fritz@
? 2010 The Sales Management Association. All Rights Reserved.
Sales Strategy
Where does it fit within the Sales Management Process?
? Understand your
opportunities and
target the most
attractive
? Determine optimal
size and
deployment of the
sales force
I. Right
Focus
II. Right
Coverage
IV. Right
Support
III. Right
People
? Train, motivate,
provide tools, and
manage
? Select the
appropriate
salespeople
2
Copyright ? 2010 Growth Solutions, LLC, used with permission by The Sales
Management Association. All rights reserved.
Session Overview
Agenda and Discussion Guide
? What is a good selling strategy?
? Framework for sales strategy development
? Analytical tools to support sales strategy development
3
Copyright ? 2010 Growth Solutions, LLC, used with permission by The Sales
Management Association. All rights reserved.
What is a good sales strategy?
Characteristics of a well defined sales strategy
? It can be executed by the sales force
Syncs with our value proposition and ability to deliver on the promise
Underlying goals are achievable given market potential, sales cycle,
and the selling resources deployed
Readily cascaded down to individual salespeople in ways that they
easily understand and care about (e.g., the comp plan)
? When executed value is created for:
The company
Customers
Channel partners
The sales force
4
Copyright ? 2010 Growth Solutions, LLC, used with permission by The Sales
Management Association. All rights reserved.
What is a good sales strategy?
Sales Strategy Defined
What will be sold, to
whom, in what quantities,
and how?
A Plan of Action
What goals are essential
for the SF to accomplish?
To Achieve
5
A Sales Goal
Copyright ? 2010 Growth Solutions, LLC, used with permission by The Sales
Management Association. All rights reserved.
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