Sales Strategy
The role of the sales force in the company’s strategy is expressed in the Go-to-Market Strategy. A sales strategy determines the best way to segment the market, identifies the essential work required for each segment and which channels should perform the essential work. Enterprise value is created when the sales strategy is properly aligned with the company’s strategic direction.
Sales strategy is concerned with making the effectiveness/efficiency tradeoffs, determining the revenue and rep causalities, and the activities a sales person performs which a customer values and activities they perform which a customer does not value.
An effective Sales Strategy accomplished the following items:
- A competitive advantage is built through the way upon which the firm interacts with its customers
- High potential customers receive the majority of the resources
- Low value add activities are eliminated