Uwe Peters

Managing a sales organization means being higher in a company hierarchy. The more senior the position is, the more influence you have to define and drive a sales strategy. Obviously it depends in which market, what sort of product portfolio, and what competitive situation you face.

Defining a sales strategy is defining where you want to go in terms of target definitions (which can be growth rates, market share, revenue, market segments, etc.) and tactics on how to achieve these goals.

A sales strategy can also include the definition of the sales model (i.e. direct vs. in-direct), resource planning, qualifications, channel strategy and so on.

Regardless what business you are in, a strategy must be in place. Only the complexity of a strategy is different, whether it is defined for a large, global company or small enterprise.

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