Is your sales strategy falling short of expectations? These three common obstacles might be holding you back:
1. Lack of a Specific Sales Strategy
Surprisingly, the first obstacle might be that you don’t actually have a dedicated sales strategy. You may have a broad vision or growth plan for your organization, but without a specific plan that outlines sales goals, activities, and accountabilities, you’re missing a critical component. A clear, focused sales strategy is essential to turn your broader vision into reality.
2. Lack of Structure, Ownership, and Visibility
Another major hurdle is the lack of structure, ownership, and visibility within your organization. Without clearly defined roles and responsibilities, and without making your sales plan highly visible and prioritized, it’s easy for it to fall by the wayside. This neglect can prevent you from achieving your sales goals. Ensuring that your plan is structured, has dedicated ownership, and is visible throughout the organization is key to maintaining its momentum.
3. Lack of Accountability
Accountability is crucial for any strategic plan, especially a sales strategy. Without clear accountability at every level—from top management to individual contributors—your sales plan is likely to falter. Accountability ensures that everyone is responsible for their part in achieving the sales goals, keeping the entire team aligned and focused.
If your sales strategy isn’t delivering the results you’re aiming for, evaluate these areas. By establishing a specific strategy, creating a robust structure with clear ownership and visibility, and fostering accountability, you can energize your sales efforts and achieve your desired outcomes.
Take Your Sales Strategy to the Next Level
Ready to overcome these obstacles and achieve your sales goals? Contact me today to learn more about my expert sales consulting and advisory services. Let’s build a winning strategy together! Get in touch.
Frequently Asked Questions
Look for signs such as unclear roles, missed deadlines, and a lack of direction in your sales activities. If team members are uncertain about their responsibilities or if there's no clear plan to follow, it's a sign that your strategy may lack the necessary structure and ownership.
A comprehensive sales strategy should include specific sales goals, detailed activities to achieve those goals, and clear accountabilities for each team member. It should align with your overall business vision and growth plan while being detailed enough to provide direction and focus for your sales efforts.
To keep your sales strategy visible and prioritized, regularly communicate its importance to your team, incorporate it into your regular meetings, and use dashboards or other tools to track progress. Ensuring that everyone understands their role in the strategy and sees the plan’s visibility in everyday operations will help maintain its priority and drive results.
Our Strategic Selling signature sales training program is now available online. This online sales learning program is ideal for professional services and B2B sales. Get started with 2 free lessons.