Do I Need a Sales Plan?


A sales plan is like a business plan in one important respect: you must have one!  Otherwise, as Lewis Carroll, author of Alice in Wonderland said, “If you don’t know where you are going, any road will get you there.”

Work We Do
Clients ask us to help them with go-to-market strategies that fall into five areas:
  • Segment Analysis
    • Which of the market segments offer the most potential given your differentiators?
    • What is the available versus the total market?  Working with other colleagues, we develop a pro-forma segment ROI.  See the Research section of this website for a further explanation of our research services.
  • Channels
    • Is direct or indirect the appropriate strategy?  Or both?  Why?
  • Marketing/Demand Creation
    • What is your sustainable competitive advantage?
    • What is your unique value proposition?
    • We then convert your unique value proposition into a series of internal and external messages to be used in collateral, presentations, shows, seminars, email, etc.
  • Alignment
    • Having all team members pulling in the same direction is a requisite for success in business.
    • We recommend key members of the management team participate in the development of the sales strategy.
    • We employ technology that brings all parties in alignment even if their departments or divisions are not receiving the most resources in the plan.
  • Alliances and Partnerships
    • Which companies should you partner with, what are the expected outcomes and how will this be measured?
    • Is an agreement desirable in an alliance arrangement?  If so, which one?