Sales Strategy

 

A methodology that integrates sales, market, company, and customer knowledge with the science (metrics) and art (best practices) to effectively create and execute a sales plan. Each day we use our skills (the art) and we utilize metrics (the science) to optimize our strategy, whether for our company, or for an account.

 

 

 

 

 

Strategy is an integral part of the account / sales management process.  The management process includes regular and timely discussions on specific selling responsibilities, activities, review of information, knowledge gains, and projected results. Strategy setting and evaluation is:

 

    • Incorporated into team (support, sales, management, senior

      management) planning sessions

    • Integrated into one-to-one management/account manager coaching          

      sessions

    • Utilized as the format for presenting periodic (quarterly at a minimum)
      account reviews

 

A few of the core areas The Chapman Group provides strategy consulting services for include: Account Segmentation, Channel Selection, Value Propositioning, and Sales Strategies.