Sales Development - Planning to Raise the sales Bar?

GASPER

Sales development takes careful planning and implementation to be successful. Just like developing your overall business strategy it needs to be thought about and a structured process and methodologies put in place that are right for you and your business.


EXALTA focuses on simple but tried and tested processes and methods to ensure that you can raise your sales bar.

Audit & Analysis

If you want them to help you raise the sales bar you and they also need to know where it is today. The second step in the development is to Audit and Analyse where you are today, what your current capacities and resources look like and what the current performance of your team are against current goals EXALTA will produce a though visual on what this looks like today. This will help you to define what future resources will be required and what outcomes could be delivered.

Strategy

The third step is to develop the strategy of how you will get to you goals, what specific sectors or markets do you want to operate in. Use the information from the Audit & Analysis phase to ensure you are looking at the right strategy based on your particular strengths for example. Getting into the right markets where you can win or develop to reach your goals.

Goals

First your sales strategy needs to clearly establish where you want to go and what the Goal or Goals are. This a vital part of the sales development process, if you don’t know where you are going it is really unlikely that you will get there. If you have a sales team it is important for you to clarify and to communicate this information to them so they also understand what their Goals are and where they fit into the strategy of the business.

Plan

Then a workable sales Plan needs to be developed that will enable you to Proceed towards your Goal. The plan needs to be SMART and bought into by the complete team, a failure at this point will ensure a failure as an outcome. If the plan is not achievable or the bar is completely out of reach it will have negative consequences, just the same as if it’s too low. We have all heard of stretch plans, well your sales plan should stretch you, but not until you, your team or it breaks!

Execute

Next you need to Execute against the plan and really deliver throughout the organisation. This is perhaps the most difficult part, the making it happen part, the bit that will truly test how you have set the bar, the expectation and what you can really deliver!

Review

Finally Reviewing on a regular basis the progress you are making. So in the overall plan which should include individual sales plans there needs to be clear KPI’s and expectations / outcomes that will support the development process and ensure that you continue to know where you are and how you are doing against your goals. You need to be prepared to adjust your plans as they evolve following the execution and review of the outcomes.

EXALTA will help you to raise the bar !

By using the GASPER process

Value Added

Selling

EXALTA believes in value-added selling, it is significantly different than traditional selling.


Value added salespeople solve problems, they don’t sell just products.


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Sales Team

Development

EXALTA understands sales, we know that it’s not easy being responsible for either selling or managing the sales team, its hard work and it takes dedication from the organisation and the sales person or manager to make it all come together.


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