The other week I ran a webinar for SmartCompany.com.au on “How to clearly manage and measure your sales team”. During the webinar I was asked many questions, one of which came from a senior sales leader, “With some time to reflect over the Christmas break, what is the one thing I should focus on getting right for my business?”

Given that business as usual is not ‘usual’ anymore, I suggested the following:

1. Review your business and sales strategy

  • Do you have the right strategy in place?
  • What has changed over the last 12 months
  • How has your client mix changed? i.e. are your key accounts still key? What emerging markets have come into play that you need to be in?
  • Does your tactical marketing plan still support your sales and business strategy?

2. Do you have the right sales team structure in place?

  • Is your current sales team ‘fit’ enough to deliver your strategy?
  • If not, can you get them to the standard where they will be competitive?
  • If the answer is ‘No’, then what types of sales force do you need?
  • Do you need more reps in the field, more people on the phones, or do you need a different type of sales force?
  • In an ideal world what would your sales force look like? How would it function if it were to deliver effectively on your sales strategy?

By asking yourself these questions and reflecting on the current state of play in your market and business you can imagine what it could be like. The market and how you intend to apply your strategy will dictate the kind of sales force you need.

Do you have the sales force your strategy needs for 2010?

Not sure? Then I recommend you read these previous posts Success is a moving platform– How do I keep my sales team on it and Create your ideal sales force blueprint for more insight and guidance.

On a final note for the year end, I would like to thank the my team at Barrett and for the opportunity to write to an ever growing readership; I have been writing since February 2007 and the feedback I receive has been fantastic.

And don’t forget to complete the Barrett poll on The 12 Sales Trends of 2010. We want to know what you think will be the number one sales trend in 2010.

We will publish the results of the most important Sales Trends for 2010 in January. Make sure you are subscribed to our blog to receive in depth articles on The 12 Sales Trends of 2010, starting in January with the No. 1 trend as voted by you our readers.

On that note I wish everyone associated with Barrett, our team, our clients, our suppliers, our supporters and our families all the very best for 2010 and look forward to contributing more articles on the wonderful world of selling.

Remember, Everybody lives by selling something.

See you in 2010.

Cheers
Sue

Author: Sue Barrett is Founder & Managing Director of BARRETT