With over 25 years of sales, executive leadership and operations experience, I have an intimate understanding of what it takes to design and implement a sales strategy that will resonate with your buyers. I have been both the buyer and the seller of high technology products, sales platforms and professional services. With my clients, I focus on…
Zero in on your highest-value customers and evaluate your total addressable market. If the salesforce and channels don’t know which customers are most profitable today or in the future, then any segmentation strategy is futile.
COVERAGE AND CAPACITY
Match the right customers and channels. Technological innovations, maturing markets and more sophisticated buyers have opened a host of routes to the customer. Effective sales organizations choose with intention, based on economics, selecting the channel that is most cost effective, yields full revenue potential and ultimately exceeds the expectations of their target customers.
METRICS AND TRACKING
Measure what matters. Best-performing companies base their rewards on outcomes. Those output metrics are clear and support specific business goals. They are also externally focused and regularly benchmarked.
TOOLS AND SUPPORT
Sales Reps’ time should be spent selling not juggling tools and technology. Mobilizing back-office resources to augment field reps’ efforts is a powerful force multiplier. The best sales organizations therefore measure customer facing time and use internal support to create more.