Strategic Sales Planning

Sales ManagementWallace Management Group leads your sales leadership team through the strategic sales planning process.

The most competitive companies develop a clear sales strategy and update it regularly. This process involves reviewing the strategy statement, its underlying assumptions and the plan that has been put in place to execute it.  At a minimum, your company should update its strategy on an annual basis. Progress reviews and strategy reviews should take place more frequently (i.e., quarterly or monthly).

Wallace Management Group leads your team as they develop strategic sales plans that include:

  • Goals and targets
    • Product mix
    • Customer mix
    • Financial
  • Market analysis
    • Size
    • Characteristics
    • Key players
    • Competition
    • SWOT analysis
    • Conclusions
  • Ideal customer profiles
  • Target markets
  • Product mix
  • Compensation plans
  • Sales enablement tools
  • Go-to-market strategy
    • Direct sales
      • Inside sales
      • Field sales
    • Channel sales
      • Agents
      • VARs
      • Distributors
    • New business development
    • Existing customer growth and service (account development)
    • Key accounts and national accounts
  • Customer service
  • Field service
  • Opportunity management


We can help you put the plans in place to achieve your business goals.

Contact us to discuss how we can help you drive more business.