Sales strategies for the sales people
Posted on May 21, 2006
I used to think that big companies have everything set-up in terms of sales strategies, marketing, positioning and so on. In fact I’ve decided to work in big companies hoping to have some things cleared up and decisions taken on strategic levels as opposite to the decision taken by company owners in smaller companies. Not sure if you get what I mean, but it seems to me that people actually want to be managed by a boss (unless you are an entrepreneur).
Ok, so basically we have 2 ways (or that’s what I’ve noticed:
- Planned sales
- Random sales
Planned sales. This means that there is a Manager who evaluates the market, company resources and needed results and comes up with a sales strategy. He know what the competition does, he knows what price the market expects, he knows what to do next for at least 6 months. In this case, sales people only have to follow the plan. They know how to do it, and they know what they should accomplish. Basically they all follow a one man thinking, if that goes wrong, everything goes wrong. It’s not very creative either, because it all depends on a single Manager. It can be a pain in the ass for the sales guy if he does not reach the target. Planed sales can go forever.
Random sales. It’s about not analyzing the market. You don’t establish a strong strategy, you don’t have a desired price. Ok, that sounds bad…Yet, not so bad if the Sales Manager relies on the sales people to establish their own strategies, and have their personal approach on the market. That highly creative (you will have several people thinking on how to do sales), it can’t go completely wrong because it’s based on several approaches and it’s less stressful for sales people (because they don’t have clear expectations to meet). Random sales go for a limited time, after that it gets frustrating to sale people.
From the timing point of view, it seems that planned sales are more suitable to well established companies while random sales are good for start-ups as it’s never too soon to sale something. I’m not sure which one is better (in general I like well established things, but you know, if you want to make a sale, you have to be in a mood, the rest is not really important).
Ok now, enough time reading blogs, go out and make the sale! And one more thing…don’t believe everyhing I say, I’m a “sales guy” 
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