Sales Strategy
Developing the overall plan and approach for achieving sales targets, including defining target markets, sales channels, sales processes, team structure, and resource allocation.
Proficiency Level
Level 1 (Follow)
- Follows established sales scripts or processes for basic customer interactions or lead follow-up.
- Understands the key features, benefits, and standard pricing of the products/services they represent.
- Accurately records sales activities and customer information in the CRM system as instructed.
Level 2 (Assist)
- Assists the sales team by performing lead qualification based on predefined criteria.
- Helps prepare standard sales proposals, presentations, or quotes using templates and guidance.
- Supports sales representatives by scheduling appointments, managing calendars, and maintaining CRM data hygiene.
Level 3 (Apply)
- Manages an assigned sales territory, customer segment, or portfolio of smaller accounts to achieve individual sales targets.
- Executes the defined sales process (prospecting, qualifying, presenting, handling objections, closing) for standard deals.
- Builds relationships with customers, understands their basic needs, and effectively proposes relevant solutions.
Level 4 (Ensure)
- Develops specific sales plans and strategies for a region, product line, key account segment, or sales team.
- Manages sales pipelines, accurately forecasts sales performance, and analyses results to identify areas for improvement.
- Coaches, motivates, and manages a team of sales representatives to achieve collective targets.
- May handle negotiations for more complex deals.
Level 5 (Strategise)
- Develops and implements the organisation's overall sales strategy, including defining target markets, go-to-market approaches, sales channel strategy (direct, indirect), and sales methodologies.
- Designs the sales organisation structure, defines roles, sets quotas, and develops compensation plans.
- Ensures tight alignment between sales strategy, marketing strategy, product strategy, and overall business objectives.