Sales Strategy

1
Sales Strategy

• Plan Activity
• Set Financial Targets
• Set Order Targets
• Nurture 20/80 Customers (KAM)
• Set Number of New Customers

2

• Shape of Sales Team
• Shape of Sales Support Team
• Refer to Business Plan
• Set Territory
• Shape of Company
• Sales Administration

3

• Promotion Support Activity
• Database Management
• Pricing Policy
• Research
• Branding
• Other Activity (trade show etc)

4
Plan Activity
target
Order target
Customer target
New Customer target
5
Territory
Shape of Sales team
Shape of Sales support
Other activity
Pricing Policy
6

• Sales Strategy for 2006/7 Company xyz
• 1. Plan Activity 20 working days per month over
  40 weeks per year
• 1st month 15 day in-field 2nd month 10 days
  in-field 5 days in-house
• 2. Target set monthly sales income target
• 3. Order Target set monthly orders target (90
  RFQs achieved)
• 4. Customer Target select the top 20 earners
  and target over a
• 3 month cycle
• New Customer Target set target and month
• (1/8 of last years customers)
• 6. Territory set area to target by month

7

• Sales Strategy for 2006/7 Company xyz
• 7. Sales Team recruit additional sales
  executive, after 6 months
• select one as sales manager
• 8. Sales Order/Support Team recruit additional
  sales order person
• Other Activity Sales people to attend 2 trade
  shows, sales
• ordering support team to organise and post mail
  email against
• promotional plan
• Pricing Policy Inform customer (existing
  potential) of discount
• set by product and period. Also review all
  prices every 6 months

8
A - Attention I - Interest D - Desire A - Action
Q A