sales strategy

What is a sales strategy?

The simplest definition of strategy is to determine the point to which we are heading with revenues and the path to get there. By defining the strategy, we answer such key questions as:

- what we sell – how our products will change and develop

- how we sell - what current and future channels we use for sales, what sales processes we define and how we develop them, what tools we use in the sales process, how we train our sales staff, what motivation systems we define to achieve goals

- who do we sell to - what customer segments do we measure, who is this customer, who is the competition? Do we need to research the market or is our information sufficient?

- what resources are necessary to implement the sales strategy - team, tools or necessary budget for the implementation of the strategy

- what is the relationship between the marketing strategy and the sales strategy?

- what indicators we define to check on an ongoing basis whether we are implementing the strategy assumptions and whether we are heading in the right direction

Do you want to achieve sales success? Make an appointment for a free consultation to find out how we can help you. Call us, write to sales@vnav.pl or fill out the application form.

What are the benefits of the developed strategy?

The most important benefit is a clearly defined goal and the ability to verify progress in implementation. Strategy is also a process when we ask ourselves simple questions to which teams are often convinced that they know the answer and what surprises them when not everyone knows the answers or when the answers are contradictory within one team.

What are the most common mistakes when implementing a sales strategy?

- lack of clear goals

- copying points from previous, outdated or, at worst, ineffective strategies

- lack of indicators determining the successful implementation of the strategy

- finishing work with the strategy after its creation

- conflicting understanding of assumptions within the company, especially in terms of competences

Sales processes – definition, optimization – automation

The company's value, often its unique know-how, is hidden in its processes. This is where the greatest opportunity to optimize the use of resources lies, i.e. the greatest financial benefits and competitive advantages.

Paradoxically, when implementing projects for our clients, when optimizing processes, the most prosaic corrections often translate into the greatest benefits for companies.

Companies that grew quickly organically also have their own operational paths developed in terms of sales. When defining or optimizing sales processes, we return to the starting point to define and describe the processes step by step.

From our experience, optimization of production, sales, financial and HR processes translates most quickly into measurable effects for customers.

Sales automation

We are able to automate well-defined processes. Nothing influences the company's efficiency as much as the moment when certain activities happen spontaneously. Thanks to automation, we gain:

- accelerating the sales process cycle, e.g. generating confirmations, offers, orders, assigning tasks in the process

- increase in customer or potential customer satisfaction - information or part of the information reaches him automatically

- concentration of employees on advanced tasks requiring competences and not on mundane activities

- searching for information on the Internet that is crucial for the sales process

What are the benefits of optimizing sales processes?

First of all, we observe that the main benefit is defining what has worked intuitively so far. Especially when expanding the sales team, it allows new employees to become fully involved much faster.

We have seen many times that process optimization significantly increases the team's work efficiency and we have multiplied our revenues without having to inconvenience our salespeople. Combined with changes in the motivational system, this often results in an advantage consistent with the win-win principle - salespeople earn more and the company has more revenue.