Strategic Sales Planning
Commercial Success requires the understanding that every Industry is different and has specific Problems, Needs and Challenges. The Strategic Planning techniques consist of 3 layers (Territory, Account & Opportunity planning). Dominating these techniques give Sales people a huge Competitive Advantage, by giving them the ability to build effective Short, Mid and Long term action plans, leaving the “one size fits all” approach to the competition.
Territory Plan
Every industry is different in its nature, and has specific challenges and needs (Finantial, Retail, Services, Public, etc). Your company will be able to:
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Have experts in specific fields, who will become Trusted Advisors.
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Identify and qualify key potential Accounts.
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Assign resources & quota, according to the real potential revenue of each Territory.
Account Plan
With the information that is gathered in the Territory Plan, Executives will be able to create a clear blueprint and action plan for every Strategic Account:
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Identify Existing Opportunities.
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Detonate Additional Opportunities
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Understand Customer´s challenges, problems, needs, compelling events, etc.
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Build accurate relationship plans with key Decision Makers.
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Identify & neutralize Competitors.
Opportunity Plan
Executives will be able to develop specific strategies and action plans, significantly increasing the chances of winning every key Opportunity identified in the Account Plan, by applying the Consultative Selling Process. Every plan includes:
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The understanding of Customer pains, needs & Compelling Events.
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The Action Plan specific to every opportunity.
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The Decision Making Process and the Executive Relationship Plans specific to each opportunity.
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Your Solution fit: business & technical justifications.
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Forecast accuracy, understanding the phases and timing of every project.