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Sales Strategy

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Sales Strategy Powered By Docstoc
					For Your Sales Organization

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Alignment

Sales Strategy Infrastructure

◦ Vision, mission and strategic objectives ◦ Learner engagement ◦ Sales Process Design and Management ◦ Planning, Forecasting and Tracking ◦ Human resource capital ◦ L Learning management systems i ◦ CRM

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◦ Best Practice Sales Behaviors

Role Analysis

Learner Analysis Curriculum

◦ Needs Analysis/Skill Gaps ◦ Content - Product and Sales ◦ Delivery – Facilitator led; e-learning ◦ Measurement – Program effectiveness ◦ ◦ ◦ ◦ Development Paths g g Coaching and Mentoring On-going Performance Assessments Reward and Recognition

Performance Management

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Vision, mission and strategic objectives

◦ What is your vision and mission for developing a Wh i i i d i i f d l i learning culture within your sales organization? ◦ Is your vision and mission in alignment with the corporate vision?

◦ What corporate strategic objective(s) do/does y p g j your vision and mission drive? ◦ Have you communicated your vision and mission l l throughout th sales organization? h t the l i ti ? clearly th

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Learner engagement

◦ How enthusiastic are the learners about:
The future of the company? The future of their jobs?

◦ How willing are the learners to contribute to the success of your sales organization? How motivated are the learners to attain and apply new skills? kill ?

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Sales Process Design and Management

◦ Have you mapped and formalized your sales process? ◦ H Have you communicated th sales process to the i t d the l t th sales organization? ◦ What are the sales tools that accompany each step of your sales process? ◦ Do you have a method for ensuring that your sales strategy drives your strategic objectives?

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Planning, Forecasting and Tracking

◦ How do you plan on achieving your strategic objectives? ◦ Have you established a method for managing and tracking the effectiveness of your plan? ◦ Have you communicated this plan clearly throughout your sales organization?

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Human resource capital

◦ Who are the key players on your learning and development team? ◦ What are their roles for carrying your learning and development strategy? ◦ Do they have what the need to carry out their roles effectively?
Motivation and desire Tools and resources Knowledge and skills

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Learning Management System

◦ Does your organization use a LMS? ◦ If yes, are you utilizing your LMS effectively and efficiently?
Learner interaction? Teaching knowledge and comprehension b T hi k l d d h i based d subjects? Course management? Development paths?

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CRM

◦ Does your sales organization utilize a CRM? ◦ If yes, are you utilizing your CRM effectively and efficiently?
Building long-term customer relationships Managing effectiveness of your sales organization M i ff ti f l i ti

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Best Practice Sales Behaviors
• Professional Selling skills

◦ Have you identified the skills and behaviors needed to succeed in your sales organization?*
• Sales Management and Leadership skills

*Best practices – Corcoran, Peterson, et al.; Chally Group; 3M

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Needs Analysis/Skill Gaps

◦ Have the members of your sales organization completed a behavioral assessment to determine their strengths and weaknesses? weaknesses?* ◦ Have you identified specific skill gaps to determine training needs for each member of your sales organization?

*DiSC Profile for Sale Behaviors DiSC

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Content - Product and Sales

◦ What product knowledge is necessary to succeed in your sales organization? ◦ Do you have training content to support the product knowledge necessary to succeed in your sales organization? If so so,
How current is the content? How effective is the content format?

If not, what are your plans for securing up-to-date product training content?
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Content - Product and Sales (continued)

◦ What sales knowledge is necessary to succeed in your sales organization? ◦ Do you have training content to support the sales knowledge necessary to succeed in your sales organization? If so so,
How current is the content? How effective is the content format?

If not, what are your plans for securing up-to-date sales training content?
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Delivery – Facilitator led; e-learning

◦ What delivery mechanisms do you currently use to deliver your training? ◦ How effective are your delivery mechanisms for achieving desired results?

Do your delivery mechanisms take into account best learning practices?* Do your delivery mechanisms take into account the l learning preferences of th end-user?** i f f the d ?**

*ASTD Resource - Workshop vs. e-learning vs. blended learning
**Kolb’s learning styles; Experiential Learning Theory
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Measurement – Program Effectiveness*

◦ Have you identified the criteria for measuring program success? ◦ Have you created a strategy for identifying the effectiveness of learning and application
During training? On the job?

◦ Have you created a strategy f measuring ROI? d for
*ASTD Resource – Evaluation Basics and Measuring ROI g
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Development Paths

◦ Have you worked with each learner to develop clear and specific development goals?
◦ Do these goals drive the learner’s career goals? learner s

◦ Have you identified and documented clear development paths for achieving goals? ◦ Have you developed a strategy for managing learner progress along the d l h development path? l h?
• On-going performance assessments

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Coaching and Mentoring

◦ Have you developed a plan to provide on-going coaching and mentoring for each learner? ◦ Have you identified the tools and resources need to support a coaching and mentoring program?

Reward and Recognition

◦ Have you developed a plan for rewarding and y p p g recognizing achievement and success?

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DOCUMENT INFO
Description: This document provides you with guidelines for designing a learning strategy within your sales organization.