Thursday, December 15, 2005

Aligning Sales Strategy to Vision

The act of maturing from a "start-up" with a proven business model to a "sustainable business" happens with a few key sales wins essentially delivered by a few key sales people who are passionate backed up by truly super human execution. The execution team will stretch its capability consistently to make it a sustainable business.

World Class enterprises are bulit when we transform the "Sustainable Business" to a "long term value creator" . This transformation happens when the vision of the organisation is clear and complete. With a complete vision it is very easy and straight forward to translate to measurable and executable sales strategy.

The grounding principle of a sales strategy is a deep analysis of why people buy from the organisation. What Customers buy from the organisation will keep changing based on market conditions but Why customers buy from an organisation rarely changes.

The why could be "Passionate Execution" and if that is so - All parts of the organisation should resonate and breathe it. This passion should be communicated up front and all touch points in the communication should reflect it. Such deep rooted philosophies cannot be packaged. It can only be practiced and if practiced - it will be perceived by the customers.

With a solid sales strategy and a consistent sales theme - There is a strong possiblity to build a lasting enterprise that creates long term value for the customers.