The changing business landscape demands that the sales plan, the business development process and all growth initiatives become a strategic, top priority issue. Leaders will be those who take ownership of the effort and align the right people, processes and technology to today’s marketplace, client buying needs and a shifting product mix.
Due to the downturn, many companies have focused on reducing costs and waiting out the return of the economy. In addition to managing costs, leaders have been meeting with their customers and working side by side to leverage technology and develop business solutions to better help them in use print and other related measurable services to drive results. This collaboration is a strategic element of their go to market strategy and overall sales plan and its design is not left to chance
Your sales plan audit should uncover the strengths, weakness and performance gaps in your sales effort in areas ranging from which markets to compete in and your lead generation activities to account retention strategy and compensation. There are additional growing concerns about how the sales team allocates their time between account management activities and business development, a concern that is usually at odds with top management goals. Finally, you’ll need to objectively evaluate the leadership your team is receiving. This review should span what level of internal coaching and development the reps receive-how often and how strategic, all the way to how they are held accountable for reaching their goals.
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