Who's on First - Aligning Your Corporate & Sales Strategies

If your sales strategy is not aligned with your corporate strategy, your organization could become its own worst enemy. While the sales force may be heading in one direction -- applying its own processes, emphasizing certain product lines, addressing its own objectives -- the corporate direction and priorities could be completely different. Sadly, it’s the customer who suffers the most when these strategies are not in sync.

A corporate strategy defines what the business wants to do, such as grow market share, increase revenue, reduce costs, improve customer retention or prevent customer defection. A sales strategy defines how the business will achieve those goals. Within the sales strategy, the sales methodology and process defines the skills the sales people need to execute the strategies. Ideally, all of these strategies should be aligned and consistent for a company to achieve success and maintain a positive customer retention rate. This course will explore these issues, describe the impact of aligned and misaligned strategies, and teach ways to develop and implement consistent and cohesive corporate and sales strategies.

Brought to you by PEAK Sales Consulting, LLC