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Personal development plan sales reps

Develop a Sales Strategy for Sales Reps

A sales strategy is a sales professional's road map.A sales strategy is a sales professional's road map.

sales manager checking the sales image by Peter Baxter from Fotolia.com

A sales strategy is the guide sales representatives use to try and reach their revenue goals. A good sales strategy outlines the target audience, the proper approach, and ideas for a follow-up. In order to help your sales department succeed, you need to develop a sales strategy.

Step 1

Identify your target audience by looking at the demographic make-up of your sales territory and determining your prospective clients. Use data developed by the marketing department to determine whom you should be selling to, and then use this customer analysis of your territory to target your audience.

Step 2

Determine what separates your product from the competition. In order to sell to your clients, your sales representatives need to know why clients should buy from you. Develop a sales message that emphasizes the benefits of your product over the competition and gives a compelling argument as to why your product should be the one your clients choose.

Related Reading: What Are the Benefits of Slowing Down Sales Reps?

Step 3

Begin the process of canvassing the sales territory to find interested clients. Canvassing means reaching out to the entire target audience to determine who is interested in your product. It can be a mass mailing through standard mail, a mass email, or advertisements in local publications.

Step 4

Ask your sales representatives to begin making phone calls based on the response you receive from canvassing. The sales representatives should also start a campaign of cold calling to enhance the canvassing effort. Cold calling is when a sales professional contacts new customers personally, either by telephone or by visiting in person.

Step 5

Keep track of the success ratios of the canvassing and cold calling campaigns to help narrow down the target market even further in other territories. If there is a pattern developing where a certain demographic is more responsive than others, then that demographic should be targeted more frequently in future sales strategies.

Tip

  • Encourage your sales representatives to follow up all cold calls with a thank-you letter or by leaving company literature after a personal visit. Clients may not see the value of your product during the initial visit, but they may develop a need for it later. You want them to be able to reach your representative.


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