Strategic Sales Planning
After defining the strategic marketing position and desired growth objectives, Rahal Consulting conducted a comprehensive analysis of the sales and marketing organization and their activities prior to recommending a reorganization and staffing changes. Examples of activities performed as part of the analysis included traveling with members of the sales team on actual sales calls, review of the sales support and account database system and market and segmentation analysis.
The deliverable was a complete strategic and tactical plan that provided:
- Market analysis models for possible expansion or acquisition
- Identification of new market opportunities
- Vertical and horizontal sales initiatives
- Reallocation of staff and resources to maximize sales and customer service performance
- Job performance criteria and measurements
- Compensation plan for the sales organization
- Sales management standards, initiatives and performance guidelines