Businesses don’t always fail to grow because they had the wrong sales strategy. Often it is because they failed to execute the sales strategy effectively.
The essence of strategy is choosing what not to do.Michael Porter
The danger in business is trying to do too much. All business owners are guilty of this: BAU, fire fighting, needs/must, etc. There are so many ways we get pulled from what we should be doing to everything else.
If businesses want to make more sales they must focus their efforts on the allocation of resources towards a defined goal.
Breaking your sales strategy down into goals and objectives is key to defining what needs to be achieved. These objectives are then broken down into executable tasks and assigned accountability.
In terms of a business analogy, a great one is answering the question: “How do you eat an elephant?”
You break it down into bite sized pieces and methodically work your way through it. Make no mistake, your sales strategy is the elephant in the room. You have to work out how to break it down.
Businesses need to be continually reassessing and re-evaluating their sales plan to make sure they are achieving their objectives and working towards the overarching goal.
However beautiful the strategy, you should occasionally look at the results.Winston Churchill
You need to measure your results.
This means stepping outside “Business As Usual” and looking at what is happening around you. If the results aren’t coming, this doesn’t mean the strategy is wrong. It might mean you and need to change your tactics.
Are you measuring the right things? Can your team see your results, what is being measured and why it is or isn’t working? What decisions do you need to make, that you can measure, that will show you are on track to reach your targets?