{"id":3370,"date":"2021-05-04T10:56:22","date_gmt":"2021-05-04T10:56:22","guid":{"rendered":"https:\/\/www.iese.edu\/standout\/?p=3370"},"modified":"2024-03-04T09:49:07","modified_gmt":"2024-03-04T09:49:07","slug":"sales-strategic-management","status":"publish","type":"post","link":"https:\/\/www.iese.edu\/standout\/sales-strategic-management\/","title":{"rendered":"Strategic sales management: how to take your sales team from good to great"},"content":{"rendered":"<div class=\"wpb-content-wrapper\"><p>[vc_row][vc_column][vc_column_text css_animation=&#8221;bottom-to-top&#8221;]<span data-contrast=\"auto\"><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">As their firms\u2019 frontline ambassadors<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">,\u00a0<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">s<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">ales teams\u00a0<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">are key revenue drivers\u00a0<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">responsible for\u00a0<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">c<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">onverting\u00a0<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">leads into<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">\u00a0customers<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">, nurturing client relationships and promoting overall business growth.\u00a0<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">Despite their strategic\u00a0<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">relevance<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">, many firms don\u2019t do enough to\u00a0<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">make sure<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">\u00a0their sales force is operating at its\u00a0<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">fullest potential<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">. This is a\u00a0<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">major<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">\u00a0oversight,\u00a0<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">according to<\/span><\/span><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">\u00a0<\/span><\/span><a class=\"Hyperlink SCXW197854612 BCX0\" href=\"https:\/\/www.iese.edu\/faculty-research\/faculty\/julian-villanueva\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span class=\"TextRun Underlined SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW197854612 BCX0\" data-ccp-charstyle=\"Hyperlink\">Prof. Juli\u00e1n Villanueva<\/span><\/span><\/a><span class=\"TextRun SCXW197854612 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW197854612 BCX0\">.<\/span><\/span><span class=\"EOP SCXW197854612 BCX0\" data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><\/span><\/p>\n<p><span data-contrast=\"auto\">\u00a0<\/span>[\/vc_column_text]<div class=\"clearboth\"><\/div><style>#thegem-divider-6a0596f907c46 {margin-top: 35px !important;}<\/style><div id=\"thegem-divider-6a0596f907c46\" class=\"gem-divider  \" style=\"\" ><\/div><div style=''  class=\"gem-quote gem-quote-style-default custom-color-blockqute-mark-added\" ><blockquote  ><strong><span class=\"TextRun SCXW78790709 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW78790709 BCX0\">\u201cCompanies spend countless hours poring over financial statements, but few dedicate the same amount of energy to analyzing the performance of their sales structure\u201d.<\/span><\/span><span class=\"LineBreakBlob BlobObject DragDrop SCXW78790709 BCX0\"><span class=\"SCXW78790709 BCX0\">\u00a0<\/span><\/span><\/strong><\/p>\n<p><span class=\"LineBreakBlob BlobObject DragDrop SCXW78790709 BCX0\"><br class=\"SCXW78790709 BCX0\" \/><\/span><span class=\"TextRun SCXW78790709 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW78790709 BCX0\">Juli\u00e1n Villanueva, IESE Professor of Marketing.<\/span><\/span><span class=\"EOP SCXW78790709 BCX0\" data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><\/blockquote><span style=color:#ff0000;  class=\"custom-color-blockqute-mark\">&#xe60c;<\/span><\/div>[vc_column_text css_animation=&#8221;bottom-to-top&#8221;]<\/p>\n<h2><b><span data-contrast=\"none\">Optimal\u00a0sales\u00a0<\/span><\/b><b><span data-contrast=\"none\">results<\/span><\/b><b><span data-contrast=\"none\">\u00a0require regular m<\/span><\/b><b><span data-contrast=\"none\">arketing audits\u00a0<\/span><\/b><span data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><\/h2>\n<p><span data-contrast=\"auto\">M<\/span><span data-contrast=\"auto\">arketing audits\u00a0<\/span><span data-contrast=\"auto\">can help your company enhance its<\/span><span data-contrast=\"auto\">\u00a0marketing\u00a0<\/span><span data-contrast=\"auto\">operations<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">i<\/span><span data-contrast=\"auto\">n the same way accounting audits help improve accounting systems<\/span><span data-contrast=\"auto\">.<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">While<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">the\u00a0<\/span><span data-contrast=\"auto\">concept of a\u00a0<\/span><b><span data-contrast=\"auto\">marketing audit<\/span><\/b><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">dates back to the 1950s<\/span><span data-contrast=\"auto\">,<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">i<\/span><span data-contrast=\"auto\">t\u00a0<\/span><span data-contrast=\"auto\">didn\u2019t gain traction until decades later<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">through<\/span><span data-contrast=\"auto\">\u00a0research by the renowned author and academic<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">Phillip Kotler<\/span><span data-contrast=\"auto\">.\u00a0<\/span><span data-contrast=\"auto\">In his words, a marketing audit is<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">a\u00a0<\/span><b><span data-contrast=\"auto\">\u201ccomprehensive, systematic, independent and periodic examination of a company\u2019s\u202fmarketing environment, objectives, strategies and activities\u201d<\/span><\/b><b><span data-contrast=\"auto\">.<\/span><\/b><span data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><\/p>\n<h2><b><span data-contrast=\"none\">A\u00a0strategic framework to boost salesforce\u00a0<\/span><\/b><b><span data-contrast=\"none\">results<\/span><\/b><\/h2>\n<p><span data-contrast=\"auto\">M<\/span><span data-contrast=\"auto\">arketing audi<\/span><span data-contrast=\"auto\">ts\u00a0<\/span><span data-contrast=\"auto\">provide<\/span><span data-contrast=\"auto\">\u00a0<\/span><b><span data-contrast=\"auto\">invaluable customer\u00a0<\/span><\/b><span data-contrast=\"auto\">and<\/span><b><span data-contrast=\"auto\">\u00a0market insight<\/span><\/b><b><span data-contrast=\"auto\">s<\/span><\/b><b><span data-contrast=\"auto\">,\u00a0<\/span><\/b><span data-contrast=\"auto\">as well as<\/span><span data-contrast=\"auto\">\u00a0information to<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">establish\u00a0<\/span><b><span data-contrast=\"auto\">realistic objectives<\/span><\/b><span data-contrast=\"auto\">.<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">In order to help business\u00a0leaders<\/span><span data-contrast=\"auto\">\u00a0implement<\/span><span data-contrast=\"auto\">\u00a0this\u00a0<\/span><span data-contrast=\"auto\">essential resource<\/span><span data-contrast=\"auto\">,\u00a0<\/span><span data-contrast=\"auto\">Prof. Villanueva, along with Profs.\u00a0<\/span><a href=\"https:\/\/www.iese.edu\/en\/faculty-research\/professors\/faculty-directory\/francisco-iniesta\/\"><span data-contrast=\"none\">Francisco Iniesta<\/span><\/a><span data-contrast=\"auto\">\u00a0and\u00a0<\/span><a href=\"https:\/\/www.iese.edu\/en\/faculty-research\/professors\/faculty-directory\/juan-manuel-de-toro\/\"><span data-contrast=\"none\">Juan Manuel de Toro<\/span><\/a><span data-contrast=\"auto\">,\u00a0<\/span><span data-contrast=\"auto\">recently\u00a0<\/span><span data-contrast=\"auto\">developed\u00a0<\/span><b><span data-contrast=\"auto\">a<\/span><\/b><b><span data-contrast=\"auto\">\u00a0five-tier pyramid<\/span><\/b><b><span data-contrast=\"auto\">\u00a0framework<\/span><\/b><span data-contrast=\"auto\">, with a robust sales strategy at its foundation:<\/span><span data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><span data-contrast=\"auto\">\u00a0<\/span><\/p>\n<h3><strong><span class=\"subrat\">1.<\/span> <span class=\"TextRun BCX0 SCXW18765296\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW18765296\"><span class=\"TextRun SCXW215366246 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW215366246 BCX0\"><span class=\"TextRun SCXW201748878 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW201748878 BCX0\"><span class=\"TextRun SCXW225686017 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW225686017 BCX0\">Sales strategy<\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/strong><\/h3>\n<p>Sales strategies are based on a clearly defined target market, SWOT analysis, unique value proposition, pricing strategy, competitive positioning and go-to-market plan. Often combining physical and digital channels, they serve as an essential roadmap for sales teams by stipulating <strong>best practices and processes<\/strong> to market the firm\u2019s offering.<\/p>\n<h3><strong><span class=\"subrat\">2.<\/span> \u00a0<span class=\"TextRun BCX0 SCXW202856296\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW202856296\"><span class=\"TextRun BCX0 SCXW162457264\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW162457264\">Sales structure<\/span><\/span><\/span><\/span><\/strong><\/h3>\n<p><span class=\"TextRun BCX0 SCXW234626443\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW234626443\"><span class=\"TextRun SCXW65606920 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW65606920 BCX0\">D<\/span><\/span><span class=\"TextRun SCXW65606920 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW65606920 BCX0\">ividing\u00a0<\/span><\/span><span class=\"TextRun SCXW65606920 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW65606920 BCX0\">your<\/span><\/span><span class=\"TextRun SCXW65606920 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW65606920 BCX0\">\u00a0sales structure<\/span><\/span><span class=\"TextRun SCXW65606920 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW65606920 BCX0\">\u00a0by product lines, territories and\u00a0<\/span><\/span><span class=\"TextRun SCXW65606920 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW65606920 BCX0\">client accounts<\/span><\/span><span class=\"TextRun SCXW65606920 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW65606920 BCX0\">, as well as carefully\u00a0<\/span><\/span><span class=\"TextRun SCXW65606920 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW65606920 BCX0\"><strong>designing and monitoring your sales process<\/strong>,<\/span><\/span><span class=\"TextRun SCXW65606920 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW65606920 BCX0\">\u00a0can optimize corporate resources.\u00a0\u00a0<\/span><\/span><span class=\"TextRun SCXW65606920 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW65606920 BCX0\">\u00a0<\/span><\/span><span class=\"EOP SCXW65606920 BCX0\" data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><\/span><\/span><\/p>\n<h3><strong><span class=\"subrat\">3.<\/span> \u00a0<span class=\"TextRun BCX0 SCXW202856296\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW202856296\"><span class=\"TextRun BCX0 SCXW258238436\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW258238436\"><span class=\"TextRun BCX0 SCXW100756793\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW100756793\">Team motivation<\/span><\/span><\/span><\/span><\/span><\/span><\/strong><\/h3>\n<p><span data-contrast=\"auto\"><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">A<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">ttractive\u00a0<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">economic incentives<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">,\u00a0<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">close\u00a0<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">supervision<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">\u00a0and\u00a0<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">regular performance appraisals\u00a0<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">are all key to motivating and aligning your sales<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">force<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">.<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">\u00a0<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">C<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">ontinuous development opportunities t<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">hat<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">\u00a0inspire members\u2019\u00a0<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\"><strong>personal and professional<\/strong> growth<\/span><\/span><span class=\"TextRun SCXW72023828 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW72023828 BCX0\">\u00a0are another common trait of high-performance sales teams.<\/span><\/span><span class=\"EOP SCXW72023828 BCX0\" data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><\/span><span data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><\/p>\n<h3><strong><span class=\"subrat\">4.<\/span> <span class=\"TextRun BCX0 SCXW202856296\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW202856296\"><span class=\"TextRun BCX0 SCXW258238436\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW258238436\"><span class=\"TextRun BCX0 SCXW100756793\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW100756793\"><span class=\"TextRun SCXW262589298 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW262589298 BCX0\">Sales execution<\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/strong><\/h3>\n<p><span data-contrast=\"auto\">\u00a0<\/span><span data-ccp-props=\"{&quot;335559740&quot;:360}\"><span class=\"TextRun SCXW20552640 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW20552640 BCX0\">Strategies\u00a0<\/span><\/span><span class=\"TextRun SCXW20552640 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW20552640 BCX0\">will only succeed\u00a0<\/span><\/span><span class=\"TextRun SCXW20552640 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW20552640 BCX0\">when<\/span><\/span><span class=\"TextRun SCXW20552640 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW20552640 BCX0\">\u00a0<\/span><\/span><span class=\"TextRun SCXW20552640 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW20552640 BCX0\">expertly implemented and monitored<\/span><\/span><span class=\"TextRun SCXW20552640 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW20552640 BCX0\">, with inputs from both\u00a0<\/span><\/span><strong><span class=\"TextRun SCXW20552640 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW20552640 BCX0\">sales directors<\/span><\/span><\/strong><span class=\"TextRun SCXW20552640 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW20552640 BCX0\">\u00a0and<strong>\u00a0<\/strong><\/span><\/span><strong><span class=\"TextRun SCXW20552640 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW20552640 BCX0\">mid-level managers<\/span><\/span><\/strong><span class=\"TextRun SCXW20552640 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW20552640 BCX0\">,\u00a0<\/span><\/span><span class=\"TextRun SCXW20552640 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW20552640 BCX0\">who\u00a0<\/span><\/span><span class=\"TextRun SCXW20552640 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW20552640 BCX0\">play a critical role by supporting the\u00a0<\/span><\/span><strong><span class=\"TextRun SCXW20552640 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW20552640 BCX0\">sales director\u2019s strategic vision<\/span><\/span><\/strong><span class=\"TextRun SCXW20552640 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW20552640 BCX0\">\u00a0and working closely with sales reps to ensure alignment.<\/span><\/span><span class=\"EOP SCXW20552640 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;335559685&quot;:11,&quot;335559740&quot;:360}\">\u00a0<\/span><\/span><\/p>\n<h3><strong><span class=\"subrat\">5.<\/span> <span class=\"TextRun BCX0 SCXW202856296\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW202856296\"><span class=\"TextRun BCX0 SCXW258238436\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW258238436\"><span class=\"TextRun BCX0 SCXW100756793\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW100756793\"><span class=\"TextRun SCXW262589298 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW262589298 BCX0\"><span class=\"TextRun SCXW12335224 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW12335224 BCX0\">Sales scorecard<\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/strong><\/h3>\n<p><span data-ccp-props=\"{&quot;335559740&quot;:360}\"> <span class=\"TextRun SCXW133348848 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW133348848 BCX0\">At the top of the pyramid are\u00a0<\/span><\/span><span class=\"TextRun SCXW133348848 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW133348848 BCX0\">qualitative and<\/span><\/span><span class=\"TextRun SCXW133348848 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW133348848 BCX0\">\u00a0<\/span><\/span><span class=\"TextRun SCXW133348848 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW133348848 BCX0\">quantitative <\/span><\/span><span class=\"TextRun SCXW133348848 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW133348848 BCX0\">KPIs<\/span><\/span><span class=\"TextRun SCXW133348848 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW133348848 BCX0\">\u00a0<\/span><\/span><span class=\"TextRun SCXW133348848 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW133348848 BCX0\">to\u00a0<\/span><\/span><span class=\"TextRun SCXW133348848 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW133348848 BCX0\">evaluate<\/span><\/span><span class=\"TextRun SCXW133348848 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW133348848 BCX0\">\u00a0<\/span><\/span><span class=\"TextRun SCXW133348848 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW133348848 BCX0\">results, <strong>competitive position and client relations<\/strong>, and pinpoint areas for improvement.<\/span><\/span><span class=\"EOP SCXW133348848 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;335559740&quot;:360}\">\u00a0<\/span><\/span><\/p>\n<p>&nbsp;<\/p>\n<p><span class=\"TextRun SCXW215868094 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW215868094 BCX0\">If you aspire to supercharge the performance of your sales team, learn more about\u00a0<\/span><\/span><a class=\"Hyperlink SCXW215868094 BCX0\" href=\"https:\/\/execedprograms.iese.edu\/marketing-sales-management\/strategic-sales-management\/\" rel=\"noreferrer noopener\"><span class=\"TextRun Underlined SCXW215868094 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW215868094 BCX0\" data-ccp-charstyle=\"Hyperlink\">IESE\u2019s\u00a0<\/span><\/span><span class=\"TextRun Underlined SCXW215868094 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW215868094 BCX0\" data-ccp-charstyle=\"Hyperlink\">Strategic Sales Management<\/span><\/span><span class=\"TextRun Underlined SCXW215868094 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW215868094 BCX0\" data-ccp-charstyle=\"Hyperlink\">\u00a0program<\/span><\/span><\/a><span class=\"TextRun SCXW215868094 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW215868094 BCX0\">. D<\/span><\/span><span class=\"TextRun SCXW215868094 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW215868094 BCX0\">esigned for CEOs, chief sales officers, sales directors and chief marketing officers<\/span><\/span><span class=\"TextRun SCXW215868094 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW215868094 BCX0\">, it\u00a0<\/span><\/span><span class=\"TextRun SCXW215868094 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW215868094 BCX0\">offers participants innovative strategies and proven<\/span><\/span><span class=\"TextRun SCXW215868094 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW215868094 BCX0\">\u00a0frameworks to\u00a0<\/span><\/span><span class=\"TextRun SCXW215868094 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW215868094 BCX0\">elevate their sales operations.<\/span><\/span><span class=\"EOP SCXW215868094 BCX0\" data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span>[\/vc_column_text][\/vc_column][\/vc_row]<\/p>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>[vc_row][vc_column][vc_column_text css_animation=&#8221;bottom-to-top&#8221;]As their firms\u2019 frontline ambassadors,\u00a0sales teams\u00a0are key revenue drivers\u00a0responsible for\u00a0converting\u00a0leads into\u00a0customers, nurturing client relationships and promoting overall business growth.\u00a0Despite&#8230;<\/p>\n","protected":false},"author":4,"featured_media":3373,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[107],"tags":[57],"class_list":{"0":"post-3370","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-general","8":"tag-skills"},"yoast_head":"<!-- This site is optimized 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