What Is Your Approach to Sales Planning?

Is your approach tactical or strategic? Fire fighting or focused on the future? Given the tough economic environment you might think tactical is all that matters, but that would be a very, very dangerous approach. These conditions won’t last and the upturn needs to be planned for; where opportunities can be taken and competitors’ weaknesses exploited.

Below is a chart that shows the differences between the two approaches.

As the chart shows the approaches are informed by two completely different mind-sets. One is about 'driving the numbers'; the other is about 'driving the business'. What we find is when the sales function plans around the strategic mind-set, it plays a more central role in the organisation’s strategic framework. The tactical approach places sales in a peripheral, ‘delivery only’ position.

Of course the key driver in having a strategic approach is the abilities of the Head of Sales. Strategic thinking needs to be supported with the tools and models for organising the plan. SalesPathways have joined forces with Structured Training with a one day course called How To Create And Implement An Effective Sales Strategy. The next date is 18 November 2009. with places currently available.

To find out more, or book your place on the course, please contact:

Claudine McClean
T:  01789 734400
E:  claudinem@salespathways.com

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