Sales Strategy

This document discusses the importance of sales strategy and how to effectively implement a sales strategy through a sales scorecard. It provides examples of how AstraZeneca successfully implemented a sales strategy and scorecard that helped achieve breakthrough performance. A key point is that a sales strategy needs to be translated into specific, measurable objectives and tied to performance management in order to properly align the sales force and ensure the strategy is executed. A sales scorecard system linked to objectives across customer, financial, internal process, and learning/growth perspectives can help sales management implement and track performance against the overall sales strategy.