The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition

The Divisional Strategy Statement

The key elements to a Divisional strategy statement include:

• The class of strategy
• Your solution focus (and its business significance) that will complement the competition in terms of moving up the Sales Value Chain
• The critical political focus of the strategy, such as on a Fox’s specific Personal Motivator
• Unexpected or discounted competitor vulnerability, such as an installed supplier’s overconfidence or a weakness in solution capability as it relates to providing value higher up on the Sales Value Chain
• Early achievement of the Prime Objective by using Milestone Stacking

Combining these elements once again allows you to develop a theme for the entire sales campaign against which you can assess all future activities and new developments. An example of such a Divisional strategy statement is the following:

Our Divisional strategy is to focus on the edge router business, advancing the corporation’s IT direction of moving to a smart edge and fast core, while advancing the Emerging Fox’s Personal Motivator of upward mobility by leveraging the competition’s overconfidence, along with the achievement of our Prime Objective by July 9.

A general template to assist you with this consists of the tool in Figure 15.1.

Figure 15.1: Divisional Strategy Statement Template