Add content here.
Strategy is one of the most commonly used words in business – and the least understood. Salespeople who understand strategy see opportunities to capture a sale and obstacles to avoid that others don’t. Salespeople who can discuss and support strategic conversations are welcomed to the executive suite in buyer organizations; salespeople who can’t are barred.
Whenever salespeople present their company with an opportunity, costs are incurred. Running a sales territory is much like running a business. When the salesperson pursues an opportunity, they are “borrowing” resources from the “bank” (their selling company), and the “bank” has every reason to expect the “loan” will be repaid in the form of closed business. Too often, the effective management of resources is referred to as “time management.” While time management is important, it is not enough. Salespeople who understand their business – and run their territories as a business – produce 4 to 7 times the profit of others.