Forum

Gain a competitive edge with an aligned, differentiated global sales model

The down economic cycle spurred changes in the strategy and structure of many sales organizations. Senior leaders redefined their customer segments, redeployed their sales channels against these segments, and repositioned their selling models. The pressure is now on these reconfigured and noticeably slimmer sales organizations to grow revenue and profits organically—even though the scope of their jobs has increased.

To hit sales targets, the sales force must first be strategically aligned.

To hit sales targets, the sales force must first be strategically aligned. However, Forum research shows that only about half of all salespeople have a solid understanding of their company’s strategy and customer value proposition. Additionally, sales leaders often struggle to engage an already stressed-out sales organization in a new strategy. These hurdles prevent global sales organizations from executing in a consistently differentiated way.

Four Keys to Sales Alignment and Increasing Win Rates

Who’s flourishing today? Leaders of sales organizations who can implement strategy quickly and effectively, usually by taking a four-part approach:

1. Create a clear, compelling sales and marketing strategy
2. Clarify how the strategy translates into sales-force deployment decisions
3. Align all interrelated enabling components of execution
4. Achieve, measure, and capture customer results

The result is a sales force equipped to consistently find, win, and keep customers—and a competitive advantage that enables the company to navigate a range of economic conditions.