Sales strategy development

Having a clear sales strategy that guides the sales force and that is aligned with the firm’s goals is a pre-requisite for being successful on long-term. During a sales strategy development process the following topics are usually covered:

  • Customer segmentation (based on ability for value-creation)
  • Customer prioritisation and targeting: selecting the right customers or prospects
  • Relationship objectives and selling models: transactional or relational approach
  • Decision on the use of sales channels: direct or indirect, and single or multiple channels
  • Sales force control, compensation and supervision systems
  • Customer value proposition development
  • Salesperson selling process and behaviours: traditional or consultative selling
  • Formulation of sales management program: sales process design and sales force management

We have helped our clients in sales strategy crystallisation for example in the following situations:

  • Lack in strategic focus in sales force: “wild cowboys” instead of sales professionals
  • Market entry challenges that require rethinking sales & selling
  • Change in sales management (VP sales)
  • Changes in business environment (competition or customer base)

ibd services in a nutshell

ibd services is a European provider of strategic sales and sales management, consulting and business development services for companies that are seeking to launch, expand or develop their operations. We help our clients to win, grow and manage customers (and suppliers) to improve their business performance. Successfully, since 1998.