{"id":2035,"date":"2016-03-02T22:54:57","date_gmt":"2016-03-03T03:54:57","guid":{"rendered":"http:\/\/www.alighaemi.com\/wp\/?p=2035"},"modified":"2016-05-30T21:33:15","modified_gmt":"2016-05-31T02:33:15","slug":"sales-organization","status":"publish","type":"post","link":"https:\/\/www.alighaemi.com\/wp\/?p=2035","title":{"rendered":"Sales Organization"},"content":{"rendered":"<p>You may have come across the phrase &#8216;sales strategy&#8217; or &#8216;sales process&#8217; 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.<\/p>\n<p>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:<\/p>\n<p style=\"text-align: center;\"><strong>Sales Strategy<\/strong><\/p>\n<ul>\n<li>Organizational goals and plans especially vis-a-vis customers<\/li>\n<li>Your objective SWOT (Strength, Weakness, Opportunity, Threats) analysis<\/li>\n<li>Financial actuals and reality<\/li>\n<li>Interaction with other departments<\/li>\n<li>What is the internal and external story that aligns to, and addresses,\u00a0your SWOT<\/li>\n<\/ul>\n<p style=\"text-align: center;\"><strong>Sales Process<\/strong><\/p>\n<ul>\n<li>How the sales strategy is executed<\/li>\n<li>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 <a href=\"http:\/\/www.alighaemi.com\/wp\/?p=895\">clear <\/a>to everyone?<\/li>\n<li>The degree of autonomy and self-management versus scripted and regimented methodology<\/li>\n<li>Which tools and skills are required and leveraged in the sales organization<\/li>\n<\/ul>\n<p><em>*Things That Need To Go Away: Expectation of success without a sales strategy, process and <a href=\"https:\/\/hbr.org\/2014\/08\/you-cant-do-strategy-without-input-from-sales\/\" target=\"_blank\">consultation with sales<\/a>.<\/em><\/p>\n<p><a href=\"http:\/\/www.alighaemi.com\/wp\/?attachment_id=2039\" rel=\"attachment wp-att-2039\"><img decoding=\"async\" loading=\"lazy\" class=\"aligncenter size-medium wp-image-2039\" src=\"http:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-process-and-strategy-300x212.jpg\" alt=\"sales process and strategy\" width=\"300\" height=\"212\" srcset=\"https:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-process-and-strategy-300x212.jpg 300w, https:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-process-and-strategy.jpg 398w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>You may have come across the phrase &#8216;sales strategy&#8217; or &#8216;sales process&#8217; 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 <a href='https:\/\/www.alighaemi.com\/wp\/?p=2035' class='excerpt-more'>[&#8230;]<\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_lmt_disableupdate":"","_lmt_disable":""},"categories":[3,10,11,12],"tags":[160,186],"aioseo_notices":[],"modified_by":"Ali Ghaemi","_links":{"self":[{"href":"https:\/\/www.alighaemi.com\/wp\/index.php?rest_route=\/wp\/v2\/posts\/2035"}],"collection":[{"href":"https:\/\/www.alighaemi.com\/wp\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.alighaemi.com\/wp\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.alighaemi.com\/wp\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.alighaemi.com\/wp\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=2035"}],"version-history":[{"count":0,"href":"https:\/\/www.alighaemi.com\/wp\/index.php?rest_route=\/wp\/v2\/posts\/2035\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.alighaemi.com\/wp\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=2035"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.alighaemi.com\/wp\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=2035"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.alighaemi.com\/wp\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=2035"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}