Element 1: Establish Your Foundation

Posted by David Wallace on December 19, 2019

Periodic Table of the ElementsEvery successful organization is built on a firm foundation. Sales are no different. The basic building blocks of an effective sales organization are well-defined goals and a clear strategy to achieve those goals. Goals define where you are going. Strategy tells you how to get there.

Goals should be clearly defined and communicated to your organization. Clearly defined goals are specific, measurable, assigned to a group or individual, reasonable and time bound. Goals meeting these criteria are known as SMART goals as first introduced by George Doran in 1981.

A strategy is a high-level plan to achieve your goals. A complete strategy answers six key questions. What is your offering? Where will you sell it? Who makes the purchasing decision? How will you reach them? When will the buyer purchase? and Why should the buyers buy our offering from us?

Wallace Management Group helps companies drive sales success. We can help you put a strong foundation in place to drive your success.

Contact us to discuss how we can help your  sales and marketing leadership team successfully drive business so you will win.