The Sales Strategy Matrix:An Essential Tool for Aligning Sales Jobs with Company Objectives
The four-phase growth model introduced in Chapter 1 provides a useful framework to help you understand the changes taking place in your market. Associated with each growth phase is a sales strategy. A sales strategy is simply a plan of action to win, retain, and expand business with customers. We have found it useful to express sales strategy in the form of a matrix, as shown in Figure 3-1.
Figure 3-1. Sales Strategy Matrix.
One of the most common problems experienced by companies is the misalignment of business objectives and the selling behavior of the ...
Get Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
