Strategic Sales Roadmap™

Whether building a new sales organization, or upgrading an existing one, the
realities of today's volatile economic environment mandate a new, strategic
competency and business focus for the senior leaders of the professional selling
organization.

Old methodologies and techniques for managing and growing a sales organization
will no longer work. To survive and prosper today, senior sales leaders and senior
executives must develop sound sales strategies and execution plans for preserving
key and strategic customers, expanding sales with their most profitable customers,
and focusing on bona fide opportunities that reflect the reality of limited resources
and support the company's business strategy.

The two-day executive working sessions include process and tools
designed for increasing profitable sales in a volatile economy:

• Develop a strategic plan for the sales organization that aligns with corporate
  strategy and provides an exciting and inspiring vision that clearly communicates
  where you want to take your selling organization.
  
  - Craft a useful working mission that communicates performance standards
    and accountabilities for delivering on your promises to investors, stockholders,
    senior management, employees, suppliers and customers.
  
  - Develop strategic objectives that guide short-term and long-term selling
    activities designed for sustainable results.
  
  - Use a tool for Situation Appraisal that provides you with up-to-the-minute
    knowledge of external and internal issues you must address.
  
• Use a powerful approach to defining your company's strategic competencies
  and prepare your team for articulating your unique strengths to customers.
• Evaluate your assets (people and technology). Specify performance
  accountabilities and construct a plan for reallocation where required.
• Discover immediate hits for immediate results and decide what NOT to
  focus on.
• Develop systems to facilitate flexibility in the sales organization that
  guard against paralysis and over-reaction to external and internal factors.
• Define a strategic communications plan for recurrent, straight-forward,
  candid exchanges upstream and downstream.
• Design a plan for credible interactions with the CFO and CEO based on
  accurate, dynamic sales forecasting that eliminates surprises.
• Develop customer profitability metrics that guide productive sales activities.
• Implement a Sales Management Operating System™ that arms your
  front-line leaders with all the tools they need to execute your sales strategy
  and scale your sales organization for profitable growth in all economic
  climates.