Robust and data-driven sales strategies are the foundation for effective sales tactics. Your sales strategy is the plan of how your company will navigate the competitive landscape - a well defined and understood plan to sales success.
Sales Landscape Study
Effective sales strategies are based on a clear picture of where your business currently is and where you would like it to be in the medium and long term. Before defining and implementing any services ClearPath will work with you on a Landscape Analysis to gain a solid understanding of your business situation, growth aspirations, sales talent and capabilities. This will serve as the foundation for the development of any subsequent services
Route-to-Market Planning
Deciding on the best way to reach and transact with your customers is a vital consideration for any business. Is the path direct, indirect, single tier, multi-tier, online or a combination of any or all? Once an RTM approach has been decided, the key elements of your channel strategy need to be carefully thought out and clearly defined in order to optimise sales outcomes and channel satisfaction.
Sales Team Structure Design
Do you have the right people performing the right roles, and are these team members organised in the most effective way? Getting these elements right will have a significant impact on your market coverage, customer satisfaction, team dynamics, operational expenditure, and ultimately sales performance. The importance of planning the structure of your sales group cannot be overstated, and ClearPath can help in defining the right approach.
Sales Success and Productivity KPIs
There are many metrics that can be used to assess your sales team’s progress and effectiveness, and choosing the right combination is essential. Formulating and implementing the right key performance indicators will help you and your team gauge how effectiveness of their efforts. Productivity KPIs will help you to ensure deploying valuable opex and headcount resources in an optimal fashion.
Compensation Planning
Striking the right balance in setting sales and business development compensation plans is crucial to sales performance, individual motivation, organisational alignment and resource optimisation. Optimising all areas is a challenging and time-consuming exercise, however the potential benefits are significant. ClearPath has the experience and expertise to guide and plan tailored compensation plans for your organisation.
Company Governance
A well implemented sales strategy supported by robust company governance will position your organisation for success. ClearPath can engage you with specialist third party consultants who can guide you to effective governance processes and risk management strategies, including Enterprise Risk Management assessments and development, delegations of authority review and development, and Code of Business Conduct implementation.