This time of year often involves extensive discussions with Heads of Sales to finalize their growth strategies for the coming year.
In my experience, these growth strategies are usually well thought out.
However, too little attention is given to the next critical step:
Aligning sales reps' activities with those corporate goals.
You may have mapped out where to generate revenue, set ambitious targets for verticals, and launched strategic initiatives for 2025. But until those targets are broken down into clear action plans for each sales rep, you're managing based on hope, not clear objectives.
Ask yourself:
How many of your sales reps have a concrete sales plan with activities aligned to your strategy?
Are they prioritising the right clients—focusing more on accounts with growth potential, less on maintaining existing business without potential, and allocating sufficient effort to acquiring new clients?
Are they receiving the necessary support from Sales Management to confidently pursue new segments and clients?
A real sales strategy isn’t just numbers on a spreadsheet. It’s when each sales rep takes ownership of their plan, knows exactly what they need to do, has their performance tracked against that plan, and receives support to adapt their activities if they’re not meeting objectives.
Are your sales reps fully aligned with your company’s growth targets for 2025?
Let’s turn strategy into action! 🔥
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