Sales strategy and planning

Sales strategy and planning is the process of developing a roadmap or set of plans that outline the steps a sales team must take to achieve their objectives. The strategy is a high-level plan that maps the long-term goals and objectives of the sales team, while the planning is the process of breaking down the strategy into smaller, achievable goals.

Beginner competence definition

A beginner in sales strategy and planning should be able to understand the overall sales strategy and the objectives it aims to achieve. They should also be able to contribute to the planning process by providing input on their specific areas of responsibility. Additionally, they should be able to understand how sales strategy and planning fits into the broader goals and objectives of the business.

Intermediate competence definition

At an intermediate level, a salesperson should be able to create sales plans and strategies that align with the overall business goals. They should also be able to analyze data to identify trends and opportunities and adjust their plans and strategies accordingly. In our experience, a salesperson at this level should also be able to communicate their plans and strategies effectively to other members of the sales team and the broader business.

Advanced competence definition

Advanced-level salespeople are able to lead the development of sales strategy and planning for the entire sales team. They can think strategically and anticipate potential challenges and opportunities. At this level, a salesperson should be able to create and implement innovative sales strategies that differentiate the business from its competitors.