Superior Sales Strategy Simplified

Crafting an exceptional sales strategy is akin to constructing a powerful magnifying glass that can channel and concentrate all your sales efforts into an impactful point to boost sales performance. This guide will delve into the intricacies of devising a strategic plan that will not only keep your sales team on track but also maximise their efficiency and effectiveness.

Understanding the Sales Environment

Sales is a high-pressure field, where it’s all too easy to lose focus and deplete your energy chasing after every opportunity and dealing with constant noise. It’s a balancing act between the present and future objectives while trying to recover from past setbacks. Therefore, having a well-crafted sales strategy is paramount.

A sales strategy serves as a compass, guiding your sales team through everyday challenges, ensuring they stay on course, and preventing the squandering of valuable sales effort.

Defining Strategy

The essence of a strategy lies in leveraging your strengths against your competitors’ weaknesses to secure a win. This implies a concentrated focus as opposed to adopting a jack-of-all-trades approach.

The Art of Formulating a Sales Strategy

Creating a robust sales strategy involves solving two puzzles and combining them into a singular strategic vision. The process requires answering two critical questions:

  1. What are our inherent strengths that give us an advantage over our competitors in terms of creating and delivering value?
  2. Which segment of the market should we target and position ourselves in for long-term success?

The first question requires an introspective look at your company, and the second calls for an external analysis. However, both questions use the same yardstick – competition.

The Structure of a Sales Strategy

Once you’ve answered the two essential questions, the rest of the sales strategy becomes more structured and involves addressing the following points:

  • Identifying the customer segments to target
  • Determining the customer needs or problems to address
  • Designing value proposition packages
  • Choosing the appropriate sales channels
  • Preferring a particular sales approach
  • Establishing the type of sales organisation required

While there could be more questions, it’s important to remember that asking too many could yield diminishing returns.

The Significance of a Sales Strategy

A sales strategy acts as the constitution of your organisation. It serves as your guiding light, leading your sales organisation even in the most challenging times. The absence of a sales strategy might allow a company to survive, but it won’t enable it to thrive.


The sales strategy is an indispensable tool for any company looking to improve its sales performance and management. By identifying the company’s unique strengths and the market segment it can best serve, a business can formulate a strategy that keeps its sales team focused and efficient.

Remember, a well-crafted sales strategy is not just about surviving in the market; it’s about thriving and achieving sustainable success over time.

Happy strategising!

Salesforce Sales Cloud Consultant with 12 years of sales enablement experience. Executed sales turnaround projects to build sustainable revenue streams. A proven sales enabler, sales efficiency, and effectiveness practitioner in complex sales process environments. High-performing sales team builder, customer-centric sales culture transformer and hands-on catalyst move quickly from vision and strategy to implementation.

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