Mar 022016
 

You may have come across the phrase ‘sales strategy’ or ‘sales process’ on this site. Moreover, several book reviews on the website contemplate and discuss the subjects. Either way, you have seen or read about the same elsewhere.

I have come to understand that the difference between the two is not always clear however. A sales organization or department needs both complementary concepts to function or, at least, to do so well. Here are the distinctions:

Sales Strategy

  • Organizational goals and plans especially vis-a-vis customers
  • Your objective SWOT (Strength, Weakness, Opportunity, Threats) analysis
  • Financial actuals and reality
  • Interaction with other departments
  • What is the internal and external story that aligns to, and addresses, your SWOT

Sales Process

  • How the sales strategy is executed
  • How do the junior and senior, inside and outside, farmers and hunters, pre, post-sales, sales professionals and their hierarchy do their job? Moreover, are roles and responsibilities clear to everyone?
  • The degree of autonomy and self-management versus scripted and regimented methodology
  • Which tools and skills are required and leveraged in the sales organization

*Things That Need To Go Away: Expectation of success without a sales strategy, process and consultation with sales.

sales process and strategy

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