Published by Industry today.
Cogent Analytics Project Director, Paul Batista, recently wrote an article that was published by Industry Today. The article titled, “How to Align Sales Strategy Across the Organization” provides valuable information about how to implement effective strategies in the workplace.
Most organizations understand the concept of business development involves three pillars: marketing, sales, and people. When developing strategic goals, the challenge for businesses is aligning objective strategies with these pillars while measuring performance.
In a typical strategic meeting, several strategies are discussed: sell the same products to the same customers, sell the same products to new customers, sell new products to existing customers, sell new products to new customers, and a mix of all or some of the above.
What is crucial to understand is businesses must consider how marketing is done and measured, how the sales team is incentivized, and what the incentives to the customer must be with any strategy.
In the article, a wholesale company is referenced and their process of taking a different strategic approach than what they have done in the past.
To increase their sales, customer incentives, a marketing plan, and team compensation must be identified to the overall strategic goal. Once these factors have been determined effective alignment and measurable performance comes shortly after.
Effective alignment implies that each team member, individually, across the sales and marketing teams are aware of what their tasks are and how they are connected to their goals, their department, and the company. Leadership team must also be able to monitor these alignments with metrics to define actions and link them to milestones that support the objectives and goals.
Read the full article from Paul Batista here on Industry Today
Paul Batista is a Project Director at Cogent Analytics, a leading business management consulting firm based in NC consecutively ranked on the Inc. 5000 list. Paul has a global perspective on business management, specializing in finance and business development leading teams across the US and internationally to successful continuous improvement and growth.
At Cogent Analytics, we never stop looking for ways to improve your business and neither should you. So, check out some of our other posts for helpful business information:
Cogent Analytics, Inc is a business management consulting firm, with a primary focus to help small to medium size, privately held businesses achieve success and long term profitability. Cogent provides powerful solutions with integrity and transparency to privately-held businesses throughout the United States.