Preparing a strategy plan presentation or sales template in. Template for Microsoft Word. Sales Strategy. Summary of Key Accounts Template for. Standard Account Plan Templates vs. The Metric-based Account Plan. Microsoft Office Templates is one. Is a consulting firm that solves sales and account. Account Plan. Buying role / type / power Contacts & coverage quality (main sales reps) Attitude. Account Planning Template. ![]() Sales strategies can include, but are not limited to: a detailed plan of best practices and processes set out by management, from how to research and qualify prospects, cold calling, pitching, and the sales presentation, to closing techniques and account management policy. There are two primary types of sales strategies: inbound and outbound. In outbound sales, the legacy system of most sales teams, companies base their sales strategy on seller actions, they rely on manually entered data to monitor the sales pipeline and coach their salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers. In inbound sales, the modern methodology for sales teams, companies base their sales process on buyer actions, they automatically capture seller and buyer data to monitor the pipeline and coach salespeople, and they align sales and marketing, creating a seamless experience for buyers. Traditionally, buyers suffered through evaluating a product and deciding whether to buy it with only information provided to them by the seller. Today, all of the information needed to evaluate a product is available online and buyers are no longer dependent on the seller. If today’s sales teams don’t align themselves with the modern buyer’s process and fail to add value beyond the information already available to the buyer, he or she has no reason to engage with a sales team. Inbound sales helps buyers at each stage of the buyer process: awareness, consideration, and decision. Inbound sales teams help the buyer become aware of potential problems or opportunities, discover strategies to solve the buyer’s problems, evaluate whether the salesperson can help the buyer with the problem, and then purchase the solution. They are helpful and trustworthy, creating partnerships rather than power struggles. Sales activities This should span everything from the sales presentation to closing techniques. • Prospect qualification: Outline what criteria a prospect meets in order to qualify them as a high-probability potential customer. This should be based on a prospect’s engagement history and demographics. • Sales presentation: This should entail an overall outline of the connect stage for each salesperson, whether it’s a discovery call or a final sales pitch. Inbound sales teams should lead with a tailored message to the buyer from their specific context or point-of-view rather than a generic elevator pitch. • Objections: What are the biggest challenges to purchase? ![]() Sales teams should be equipped with responses, resources, and educational material to handle any common objections that a prospect may address. • Closing techniques Keeping a list of proven, go-to closing techniques will help salespeople routinely win deals. Such techniques can include the now or never close, “If you commit now, I can get you a 20% discount,” or the question close, “In your opinion, does what I am offering solve your problem?” • Timeline: What is the typical timeline of your sales process from first contact to close? This section should guide sales teams to better understand the length of each stage in the sales process. Again, the first step we took was to define the sales process that we thought would be most successful. We outlined our unique value proposition, target customer, competition, most common objections, product features and benefits, and so forth. Then, we created a hands-on training program that would not only imitate the sales process for reps before they actually begun selling, but also allow them to experience our target customers’ painpoint. So a large part of our training program involves making reps create their own website and blog, and then drive traffic to it. This exercise allows reps to better consult potential customers in the future. We also use exams, certification programs, and presentations to measure each rep’s performance. After employees are onboarded, we continue tracking their progress throughout the various stages of our sales process. The primary criteria we look at include: leads created, leads worked, demos delivered, and leads won. Then we measure these criteria against each other to create ratios such as leads created to leads won. We track each stage in the process so if a rep is struggling on any particular metric, we can dig deeper to understand why that’s the case. The sales and marketing teams work closely together in a process we call “Smarketing” in order to generate consistent leads each month. In this process, Marketing understands which qualities a lead needs to meet before it’s handed over to sales as well as how many of those qualified leads it must create each month to meet our sales projections. Meanwhile, the sales team understands how long they should wait before contacting a lead and how many attempts they should make to contact that lead. All of these decisions are lead by data and science, not gut. Salespeople are enrolled in a rigorous boot-camp curriculum for their onboarding training, taking as long as two to three months for enterprise sales reps. As soon as reps arrive, they’re given a long list of homework assignments which includes completing 20 hours of video instructions to learn about the software they’ll be selling and studying for consistent exams to test their knowledge of said software. During this process, top-performing trainees are awarded prestigious badges such as “Top Gun” and “Rising Star.” Throughout their training, salespeople are constantly reminded how important it is to tell personal stories to potential customers as well as amongst each other. When encountering prospects’ objections, they’re armed with an arsenal of customer stories which they can recite effortlessly. From customer feedback to employee feedback, Salesforce is obsessed with NPS. They even survey sales reps after their training to create a system of continuous improvement for their onboarding program. To support this system, they also constantly track and measure reps’ success using metrics which fall into the following four categories: • Visibility: forecasted sales vs. Actual sales, percent of quota attained • Process effectiveness: win rate, percent of reps achieving quota • Productivity: average length of sales lifecycle • Lead management: conversion rate, lead response time, lead volume Regular opportunity reviews, dubbed “Pimp My Deal,” are designed to present a minimum of three action-items to sales reps for how they can approach winning new deals or getting promotions. Before Padelford took over the sales process at Shopify, sales reps would manually log phone calls and emails into the CRM, consuming five hours of a rep’s time each week. With a salesforce of 26, that added up to 130 wasted hours per week. Realizing this misuse of time and capital, Padelford led Shopify to adopt the free HubSpot CRM. With the CRM, sales reps are able to receive notifications when prospects open their emails, click links, and view document attachments. They also have access to over 19 million prospects using the prospecting tool as well as detailed information such as estimated revenue, number of employees, suggested email addresses, and so forth. Shopify uses the 4/5 Threshold to filter out unqualified leads, thereby allowing his sales reps to focus on selling to leads who have a higher probability of becoming customers. When evaluating whether a lead is qualified, a rep must have a concrete answer to four of the following five variables: • Pain: Is the prospect experiencing a prominent business issue or challenge that requires them to make a change? • Power: Is the prospect directly involved with the decision-making process? If not, who is? • Money: Does our offering fall within their budget constraints? • Process: What is their buying process? • Timeline: What stage are they in the buyer’s journey? Will they purchase within a reasonable time frame? Want more details on Shopify's growth? Loren Padelford walks us through his team's sales strategy in the video below.
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