Do you have the sales force your strategy needs in 2010?

A few weeks ago I ran a webinar for SmartCompany on ‘How to clearly manage and measure your sales team’. During the webinar I was asked many questions, one of which came from a senior sales leader. They asked: “With some time to reflect over the summer break, what is the one thing I should focus on getting right for my business?”

Given that business as usual is not ‘usual’ anymore, I suggested the following:

1. Review your business and sales strategy:

• Do you have the right strategy in place?
• What has changed over the last 12 months
• How has your client mix changed? ie. are your key accounts still key? What emerging markets have come into play that you need to be in?
• Does your tactical marketing plan still support your sales and business strategy?

2. Do you have the right sales team structure in place?

• Is your current sales team ‘fit’ enough to deliver your strategy?
• If not, can you get them to the standard where they will be competitive?
• If the answer is ‘no’ then what types of sales force do you need?
• Do you need more reps in the field, more people on the phones, or do you need a different type of sales force?
• In an ideal world what would your sales force look like? How would it function if it were to deliver effectively on your sales strategy?

By asking yourself these questions and reflecting on the current state of play in your market and business you can imagine what it could be like. The market and how you intend to apply your strategy will dictate the kind of sales force you need.

Do you have the sales force your strategy needs for 2010?

Not sure? Then I recommend you read these previous posts Success is a moving platform – How do I keep my sales team on it and Create your ideal sales force blueprint for more insight and guidance.

PS. Don’t forget to complete the Barrett poll on The 12 Sales Trends of 2010. We want to know what you think will be the number one sales trend in 2010.

And remember, everybody lives by selling something.

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Sue Barrett is a Thought Leader on 21st century sales training, sales coaching, sales leadership, sales capability and sales culture. She practices as a coach, advisor, speaker, facilitator, consultant and writer and works across all market segments with her skilful team at BARRETT.  They help people from many different careers become aware of their sales capabilities and enable them to take the steps to becoming effective, and productive when it comes to selling, sales coaching or sales leadership. Sue and her team are your first and best reference when it comes to forging out a successful career as a competent sales professional and leader . If you have an idea, capability, product, service or opportunity that can benefit another and make their life better in some way then Sue says you need to be able to sell – ethically, honourably, and effectively.  To hone your sales skills or learn how to sell go to www.barrett.com.au.