It's no secret that a well-executed sales strategy is critical to a company's success. However, crafting a winning sales strategy can be difficult - especially if you don't have a clear plan in place. That's where strategic planning comes in.

Strategic planning is a systematic way of looking at an organization's future and developing the best course of action to attain that future. If you want your business to grow and be successful, then you need to have a strategic plan in place.

But what does that mean for sales?

As a business owner, sales VP or entrepreneur, I’m sure your mind is always busy wondering how you could take your business to the next level. How can you grow? How can you grow faster? How can you be more profitable? In which direction should you go?

Maybe from the start of your journey in the company, you consider that you’ve already grown a great deal and had success, but you still want to defy the status quo and go even further.

It is completely normal, and in fact, beneficial to your company to question what is slowing down or even stalling your growth and what you can do to move forward. But to pinpoint the exact reasons can be a challenging task, especially when it involves people. Does your sales team allow you to achieve your goals?

When business leaders implement a transformation program for their sales force, they inevitably encounter resistance within their organization.

First of all, a certain amount of resistance to change from the sales team is a common occurrence. However, if they are closely monitored and held accountable for their actions, this resistance should disappear after a few weeks.

Companies with recurring revenues or those looking to implement a recurring revenue model aim to improve the stability and profitability of their organization.

If you have salespeople who are actively involved in each sales, it is essential to be aware of the impacts that a recurring revenue model will have internally before you set it up. Recurring revenues generally impact these 3 areas:

There comes a time for every sales leader when you start questioning what exactly is preventing you from attaining your objectives. You know something’s wrong, yet you can’t identify the reason.

This can indicate the need to reorganize the structure of your sales force.

Having a powerful sales force is crucial - it solidifies and supports the whole business. But it’s important to know that a sales force is a complex structure that can’t be optimized by reviewing the recruitment method or training plan only.

Are salespeople threatened by the arrival of artificial intelligence?

At Prima Resource, we advocate the science behind the sale. However, a component of this science which is growing in importance is the technological aspect, and in particular, the future of artificial intelligence (AI).

Let’s further explore the topic to measure its impact.

Your sales team is the face of your company. Your sales force develops your most loyal clients and turns new prospects into clients.

But sales is hard!

The role challenges your representatives and Sales Managers’ confidence and can drain their energy.

How do you motivate your sales team and maintain its motivation to get the best results?

Different things motivate different people: money, recognition, or even fear of losing their job. Motivation is also a moving target. As a leader, it’s difficult to create an environment that will appeal to everyone, so it’s your job to find what motivates each employee. Motivation usually has two elements: fear and desire!