As
you pull together your sales strategy for the upcoming year, be careful not to
spend too much time on your own or with your few high-level cronies.
Yes,
it is your responsibility as an executive to design the strategy for your sales
team but you need to check in with who you expect to execute it. You need to
see that what you set up in theory can be realized in practice.
Have
you asked your sales force what they think about your proposed plan? You need to listen to their thoughts.
- Where do they agree?
- Where do they disagree?
- And do the priorities you have set align with theirs?
Until you have the buy-in of most of the worker bees, your strategy is doomed to failure. Value selling training experts recommend you garner the support of your sales team by involving them throughout the design process so the plan you create together is agreed upon, committed to, and ultimately within reach.
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