The Sales Book

Setting the strategic direction

Objectives

• To set the sales direction and routes to market
• To identify the most appropriate sales strategy for your organisation
• To be aware of the implications for involving other areas of the organisation in selling

Understanding

A clear sense of direction will give you a better probability of success with your sales operation. Sales success cannot be achieved in isolation. Although many of the sales activities might be happening physically outside, the internal systems and processes need to be supportive of these efforts. In my experience, this does not happen often enough. Frequently, functions work towards their own aims and objectives without considering any of the others, not just sales. To achieve the ...