Having robust and data-driven sales strategies is crucial for successful sales tactics. This plan acts as the foundation for how a company can navigate the competitive landscape and attain sales success. By having a well-defined and understood plan, a company can create targeted and effective sales tactics to meet their goals. A robust sales strategy provides a clear roadmap for a sales team to follow, resulting in more efficient and successful sales strategies to reach and exceed their targets.
Sales Strategy
Sales Strategy & Planning Services
Sales Landscape Study
To develop effective sales strategies, Epsilon first conducts a Landscape Analysis to understand the current state and future goals of the client's business. This analysis provides a clear picture of where the business stands and where it wants to be in the medium and long term. Based on this understanding, Epsilon then offers tailored services to help achieve the desired outcomes.
Go-to-Market
A business must carefully consider their approach to reaching and transacting with customers, such as whether to use a direct or indirect path, single or multi-tiered approaches, online or a combination. Once a Go-to-Market (GTM) strategy is determined, key elements of the channel strategy must be determined.
Sales Team Structure Design
Ensuring that you have the right people fulfilling the right roles and that they are organised in the most effective manner can significantly impact your market coverage, customer satisfaction, team dynamics, operational expenditure and sales performance. It is crucial to focus on optimising these elements to ensure your business's success.
Sales Success & Productivity KPIs
Productivity KPIs are metrics that measure the efficiency and output of your sales team, the number of calls made, emails sent and meetings scheduled per day, week or month. Other metrics could include the average lead response time, the number of follow-up activities completed and the time spent on administrative tasks versus selling activities. These KPIs can help you identify areas where your team needs to improve their efficiency and where they are excelling, allowing you to make data-driven decisions that can increase your team's productivity and success.
Compensation Planning
Optimising sales and business development compensation plans is essential for achieving sales performance, individual motivation, organisational alignment and resource optimisation. Though it's a challenging and time-consuming task, it has potential benefits. The compensation plan will inspire employees, boost morale and result in increased productivity. It also helps align organisation goals, optimise sales resources and set realistic sales targets. Furthermore, it ensures that talent acquisition and retention remain top priorities while keeping costs under control. Therefore, striking the right balance in setting sales and business development compensation plans is vital.