Strategizing for Success.

• Position: Brief Article

Today's turbulent economy, combined with corporate downsizing, decreasing sales cycles, budget slashing and a tight labor market, make it increasingly difficult for sales managers to maximize the performance of their sales teams. What follows are strategies to help overcome market obstacles and ensure that sales goals are met:

Have vision. Identify ways to create value for customers and satisfy customer needs. Identify competitors' advantages and outline your company's strengths and weaknesses in dealing with customers.

Develop a strategic sales plan. Specify the best sales opportunities and how your sales force will pursue them.

Develop a relationship-oriented management style. Work with the sales staff to help them plan crucial calls. Provide coaching and devote one-on-one time to each member of the sales force.

Update your compensation plan. Measure and reward your sales force for their impact on profit, customer relationships, satisfaction and retention, not just on gross sales. Consider team-oriented compensation plans for marketers, logistics people, merchandising people and distributors when groups work together to handle a big customer.

Demonstrate strong motivational skills.

Know how to build the drive and passion within...