Professional Documents
Culture Documents
Strategy and Sales Program Planning
Strategy and Sales Program Planning
Customer
Go-to-Market
LEVEL 2 Relationship
Strategy Management (CRM)
Strategy
Implementation Supply Chain Product Development
Decisions Management (SCM) Management
(PDM)
LEVEL 3
Sales Force Account Relationship
Program Strategy
Decisions
Firm’s history
management culture
Marketing objectives
Increase product A’s market share by 2 points
Grow contributions after sales & marketing by 20%
Salesperson objective
Achieve sales revenues of $1.2 million in product A
Obtain $0.8 million in gross margin dollars
70
66.1%
60
50
40
29.8% 31.9%
30
20
14.0%
7.7% 7.8%
10
0
Building Enhancing Increasing Investor Saving Other
Brand of credibility sales/ relations costs
Company/ of company revenue
product product
How Successful Were You at Reaching Your Goals?
100
94% 93%
83%
80
68% 72%
60
58%
42%
40
32%
28%
20
17%
6% 7%
0
Building Enhancing Increasing Investor Saving Other
Brand of credibility sales/ relations costs
Company/ of company revenue
product product
Low Cost Strategy: High Profit Sales Programs:
Vigorous pursuit of cost reductions from Extensive use of independent sales agents
experience and tight cost control. Focused on transactional customer
relationships
Structured so that managers supervised a
large number of salespeople
Compensation was largely incentive based
Salespeople were evaluated primarily on their
sales outcome performance
Figure 2-4: Business Strategies and High Profit Sales Force Programs
Sales Force Ranking and Sales Growth:
Pharmaceuticals (1988-1990)
10%
8%
6%
Growth
4%
2%
0%
5 6 7 8
Low High
Sales Force Ranking
Sales Force Ranking and Sales Growth:
Computers (1988-1990)
15%
10%
Growth
5%
0%
5 6 7 8
Low High
Sales Force Ranking
Steps in Developing a Go-to-Market Strategy
Interest Creation
Post-Purchase Pre-Purchase
Purchase
A Framework for Defining Essential Activities
Customer Size
and
Opportunity
Account Maintenance: Effectiveness Selling:
Continue high-quality service Solve and consult
Electronic Data Entry (EDI) Cooperation
Large Prompt delivery Customization
Enhance value proposition Integration
Relationships Partnership
Friendship
Agents Advertising
Direct Sales Tele-
Distributors Integrators Alliances Promotion Internet
Force marketing
Retailers Direct Mail
Direct Indirect
Company
Figure 2-8 Comparing Various Go-to-Market Alternatives
Low Cost
per Exposure Advertising
Direct Mail
Internet
Efficiency
Telemarketing
Sales Force
High Sales
Effectiveness
per Exposure
Go-to-Market Strategy: A Large Computer Manufacturer
Account Geographic
Teams Sales Force
Customer Base
Go-to-Market Strategy: A Large Chemical Company
Account Inbound
Teams
Customer Base
Go-to-Market Strategy: A Pharmaceutical Company
Customer Base
Go-to-Market Strategy: An Industrial Distributor
Inbound Outbound
Account Geographic
Teams Sales Force
Customer Base
Figure 2-9 Product Development Management
Subprocesses
Estimates
Estimatesofofsales
sales
potential
potentialand
and Account
AccountRelationship
RelationshipStrategy
Strategy
sales forecast
sales forecast
Desired
DesiredSelling
SellingActions
Actions
and Behaviors
and Behaviors
Estimates
Estimatesofofsales
salesforce
force Organizational
OrganizationalStructure
Structure
size and budget
size and budget
Competency
CompetencyDevelopment
DevelopmentProgram
Program
Leadership
LeadershipSystem
System
Feedback
Sales Force Program Elements – Cont.
Investment by Customer
Very
Good
Poor
10%
53%