Take a “Selfie” of your Sales Execution!

Posted by Ron Snyder in Sales planning | 2 comments

Have you taken a “Selfie” (a close look) at your process for winning in opportunities, accounts and territories lately?

If not, you are leaving money on the table…

• Opportunities that you are not aware of
• Stalled deals that you could move forward
• Accounts you can penetrate deeper to generate new business
• Relationships you could leverage more effectively
• Partners that could help you accelerate your results

What do you need to do?

Review how you manage your opportunities, strategic relationships, accounts and territories.

• Do you have a method for identifying your top opportunities to pursue?
• Do you have a process for assigning the right resources to each of the high-priority opportunities?
• Do you identify, assign and pursue target accounts effectively?
• Does your sales team do a good job of coordinating with internal resources and partners?
• How effectively do you identify, assign and pursue target accounts?
• How well does your sales team coordinate efforts with internal and partner resources?
• Do you create plans that enable you to win and penetrate strategic accounts?
• Do you have plans for increasing market share in each territory and target vertical market?
• Does your sales team review these plans regularly and act on their strategies?
• Are the plans and information readily available (i.e. in a CRM) to enable effective follow up?
• Does the management team use the tools and processes to manage activity to produce results?
• Is sales management using the execution of the plans as an opportunity for coaching?
• Are you using the plans as a source of best practices that raise the entire team’s effectiveness?
• Does everyone have the level of visibility they need to ensure success?

If you answered no to any of these questions, it is time for a sales planning and execution face lift!

Give us a call. The Doctor is in.

Download pdf of this article: Take a Selfie of your Sales Execution!