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Column Marketing & Sales

Sales: It’s Time to Review Your Strategy

sales strategy

The end of the year is the perfect time to evaluate the past year’s sales strategy and decide if changes need to be made. When evaluating your strategy, be sure to consider the following areas:

  1. Key differentiators. Did these change in the last year? Do you have new programs or offerings that should be stressed as key differentiators when selling to prospects in 2017? If so, be sure to go over these with your sales team and discuss how to sell the new angle.
  2. Marketing. Sit down with the head of marketing and make sure your goals for the next year are aligned. If your goal is to boost membership sales by 10 percent, and yet your marketing team has their own, entirely different goal, you’ll be fighting an uphill battle right from the get-go. Ensure each department is on the same page.
  3. Sales process. Sooner rather than later, sit down with your sales team and go over your sales process. What can be improved? What isn’t working? Now is the time to fix things or make them better, before your salespeople get into the swing of a new year and habits are harder to break. Be sure to encourage everyone to speak up and make it clear there are no bad suggestions.
  4. Define your metrics. Do you have metrics you use to determine sales success? If not, define what those metrics are. Without metrics, you’ll find yourself 12 months from now with no data to support what your department achieved over the past year.

Again, now is the time to review your sales strategy, before the New Year’s rush enters its full swing. Take a hard look at every aspect of your sales process and get feedback from your team. Doing so could make or break you in 2017.

Rachel Zabonick-Chonko

Rachel Zabonick-Chonko is the editor-in-chief of Club Solutions Magazine. She can be reached at rachel@peakemedia.com.

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