What’s your sales strategy and how’s it working? Inquiring minds want to know. Sales and leadership teams have been refining the sales strategy for decades. What I see too often though is a strategy that gets diluted or just outright canceled because the key folks can’t agree on some element of the plan. You’ve probably never experienced this in your business, but it happens. As the old saying goes, don’t let perfect be the enemy of good.
I was listening to a podcast recently featuring a CEO of a major research and development business. He explained that he worked to get his teams to agree to a 70% solution to begin a research project. He argued that they don’t know what they don’t know and wouldn’t until they began the research.
Let’s not be confused, a good plan is not the same as a ‘shoot from the hip, make it up as you go’ strategy.
Your next consideration is how well the plan can be executed by your team. By that I mean you can have this sophisticated plan that is textbook perfect. But it won’t do you any good if you can’t execute it. Build a plan that is commensurate with the needs of the market you are in and the skill levels of your team. Executing a good plan at a high level should outperform a perfect plan executed inconsistently. A while back I wrote about the evolving role of sales strategy and the make-up of your client facing teams. That post may be helpful as you develop, or refine your strategy.
Whether your plan is good or perfect, make sure it’s aligned with your corporate and CapEx strategy. Be sure to provide the proper level of oxygen (marketing and lead generation) so that your efforts don’t sputter. This isn’t necessarily hard to do, but it does require a disciplined, thoughtful approach to how you’ll grow the business – intentionally.
The world we live in today requires a fresh approach to developing business. You’ll need to have a plan and process for a world that is, not one that once was. Have a clear picture of where you want to go and engage your team to make it happen. If you have any comments or thoughts as to how you’ve approached these issues, please send me a note or include them below.
Mike Philie can help validate what’s working and what may need to change in your business. Changing the trajectory of a business is difficult to do while simultaneously operating the core competencies. Mike provides strategy and insight to owners and CEOs in the Graphic Communications Industry by providing direct and realistic advice, not being afraid to voice the unpopular opinion and helping leaders navigate change through a common sense and practical approach. Learn more at www.philiegroup.com, LinkedIn or email at mphilie@philiegroup.com.
Originally published in Printing Impressions.
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