Sales Plan Audit

By Mike Philie
In December 16, 2010

The changing business landscape demands that the sales plan, the business development process and all growth initiatives become a strategic, top priority issue. Leaders will be those who take ownership of the effort and align the right people, processes and technology to today’s marketplace, client buying needs and a shifting product mix.

Due to the downturn, many companies have focused on reducing costs and waiting out the return of the economy. In addition to managing costs, leaders have been meeting with their customers and working side by side to leverage technology and develop business solutions to better help them in use print and other related measurable services to drive results. This collaboration is a strategic element of their go to market strategy and overall sales plan and its design is not left to chance

Your sales plan audit should uncover the strengths, weakness and performance gaps in your sales effort in areas ranging from which markets to compete in and your lead generation activities to account retention strategy and compensation. There are additional growing concerns about how the sales team allocates their time between account management activities and business development, a concern that is usually at odds with top management goals. Finally, you’ll need to objectively evaluate the leadership your team is receiving. This review should span what level of internal coaching and development the reps receive-how often and how strategic, all the way to how they are held accountable for reaching their goals.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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