ESTRATEGIA Y PLANEACIÓN DE VENTAS

1. Sales
Strategy &
Planning 202X
Yo u r C o m p a n y N a m e

2. Sales Performance Highlights for Products Offered
2
This slide provides sales performance highlights in terms of net sales by business segment, geographic location and market maturity. It also covers sales performance of different brands with best selling and
worst selling products.
19%
10%
12%
32%
27%
2022
Segment 1
Segment 2
Segment 3
Segment 4
Segment 5
Net Sales by Business Segment
44%
24%
9%
9%
7%
7%
2022 North America
Europe
Asia Pacific
Greater China
Latin America
India, Media East & Africa (IMEA)
Net Sales by Geographic Region
65%
35%
2022
Developed
Markets
Developing
Markets
Net Sales by Market Maturity
Note: The ‘+’ sign signifies the percentage increase in the brand sales as compared to the previous month.
Different Brands
Sales Performance
Best- Selling Product –XYZ (49,480 sales)
Worst – Selling Product –
ABC (283 sales )
(+12.30%)
Best- Selling Product – XYZ (42,255 sales)
Worst – Selling Product –
ABC (875 sales )
(+18.60%)
Best- Selling Product – XYZ (41,345)
Worst – Selling Product –
ABC (42 sales )
(+16.30%)
Brand 1 Brand 2 Brand 3
This graph/chart is linked to excel, and changes automatically based on data. Just left click on it and select “Edit Data”.

3. 7 – S Strategy Analysis Framework to Assess Organizational Performance
3
This slide provides information regarding 7- S analysis framework to assess organizational internal elements in terms of strategy, structure, systems, shared values, style, staff, & skills to ensure that they are
effectively aligned and allow firms in accomplishing its objectives.
7S Description Aligned
Strategy
Market penetration with projected
expansion
Yes
Structure No actual structure Yes
Systems No real systems Yes
Skills No missing Skills Yes
Staff
Staff are highly motivated and proper
incentivized
Limited staff to manage present demand
No
Style
CEO managed everything
Use transformational leadership style
Yes
Shared
Values
Team is close – knit and trust each other Yes
7S Description Aligned
Strategy No change in strategy required Yes
Structure
More structure will be required as
organization gets bigger and require several
sites
No
Systems
Present systems are not able to cope with
larger organization
Requirements for HR systems, project
management methodologies
No
Skills
Skills gap in terms of HR skills, finance
skills, customer support skills
No
Staff
Recruitment on large scale
No good reward structure for all levels
No formalized onboarding process
No
Style
Required to bring maturity in present style
of working/ functioning
No
Shared
Values
More formalization required No
Current Scenario Assessment Future Readiness Assessment
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4. Open Platform to
Watch Something
Browse and Look
Recommendations
Use
Search Features
Choose
Reruns
Phases
Excited to
watch
something
good
Creeped to
find something
not likeable
Curious to find
some new
recommendations Annoyed to find
nothing good
Hopeful to watch
movie from
recommendations
Depressed
to not find
the movie
Frustrated to
spend time on
search only
Annoyed to watch
reruns of already
watched shows
Emotions
› Unnecessary trailers
› Doesn’t prefer autoplay option
› Reduction in viewing time due
to interruptions
› Not sure what to watch
› Waiting for some
good recommendations
› Inability to find the right movie,
show, etc.
› Unrelated recommendations
› Too much time to search
› Not able to find anything useful
› Had to rewatch
Pain Points
› Customize options to
avoid autostart
› Removing useless advertisements
› Offer options for like and dislike
› Match recommendations with
watch history
› Place shows and movies
in right category
› Suggest similar content
› Expand content variety
› Provide help to search
Opportunities
Objective
› Find something to watch easily
› Get relevant recommendations
› Add text here
› Add text here
User Persona
› Able to
• Utilize streamlining application daily
• Watch shows and movies recommended
• Add text here
Ace Russo
User journey pain points for media streaming companies
Following slide highlights customer pain points identified by OTT platforms to understand, address and resolve these bottlenecks to grow exponentially. This slide includes information about user persona and expectations, key phases, emotions, pain
points, etc.
4
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5. Measures Targets Initiatives
› Profit › 15% Per Year
Deploy Improved
Financial System
Add Text Here
› Revenue In Targeted Markets › 5% Per Year
› Customer Experience
Survey Score
› 5% Improvement In
Next Periods
Prepare Marketing Campaigns
Across New Target Markets
Add Text Here
› Awareness And Leadership Score
› References In Media
› 98% Next Period
› 15 New Referrals
Add Text Here
› Formalize New Product
Development Process
› Develop Integration Team
› Add Text Here
Add Text Here
› Time To Post › 5 Business Days
› % Of Transactions In CRM › 65% Next Periods
Add Text Here
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› Develop Through
Leadership Team
› Add Text Here
› Add Text Here
› % Systems Automated › 72% This Year
› Operating Cost/FTE › $3,350/ Person Current Year
Add Text Here
Organizational – Level Balance Scorecard System for Improved Decision Making
5
This slide provides information regarding organizational level balanced scorecard system rolled out to employees to ensure they think strategically and utilize system for better decision making.
Vision
Revolutionized provider of world
class products
Mission
Effective delivery of optimum standard of
service while providing products and
expertise to our customers
Strategic Themes
› International Growth
› Operational Excellence
› Leadership
Strategic Results
› Rise in size and shareholder value through
organic growth and asset optimization
› On time execution of process in value – added
and cost-effective manner
› Worldwide recognition for thought leadership
Strategic Objectives and Strategy Map
Financial
Cost
Reduction
Increase
Profile
Rise
in Revenues
Customer
Optimum
tailored
customer
experience
Rise in
Awareness in
Industry
Leader
Business
Processes
Enhanced
Internal
Efficiency
Enhanced
Knowledge
Sharing
Enhanced
Offerings
Increase
Acquisitions
Organizational
Capacity
Rise in
Employee
Expertise
Technology
Optimization
Improve
Thought
Leadership
Human Capital
Optimization

6. Process Map for Competitive Sales Strategy
6
The following slide showcases process map which can be used by organization to develop competitive sales strategy. The various elements covered in the template are account management, sales and
customer.
Sales
Account
Management
Customer
Customer Renews?
• Add text here
• Conduct research
• Add text here
• Kick-of and
implementation
• Relationship
is maintained
• Add text here
• Customer
experience
(CX) review
• Add text here
• Customer makes
final decision after
evaluating the
solution
• Add text here
• Customer reach
out to company
through web portal
or cold-call
• Add text here
• Customer agrees
to set up meeting
with sales rep
• Add text here
• Involve decision
makers
• Add text here
• Contact is made
by the sales
representative
• Add text here
• Discover and
evaluate
customer needs
• Add text here
• Solutions offered
• Add text here Customer
decides to buy?
• Add text here
• Order fulfillment
• Add text here
Yes
No
Yes
No

7. Different Products Price Comparison Chart
7
This slide provides information regarding product price comparison chart that captures information about price per unit, change over list price, reason for proposed price, volumes sold, forecasted growth.
Product 1
Highest
Grossing Product
Product 5
Least
Grossing Product
Price
Per Unit
Change Over
List Price(%)
Revised Price
(per unit)
Reason for
Proposed Price
Volumes
Sold
Forecasted Growth
in Sales(%)
Product 1 $150 +10% $145 High Sales Volume 5MM 5%
Product 3 $510 -15% $433.5
Consumer Perceived the
Product as Overpriced
3MM 7%
Product 5 $115 -20% $92
Consumer Perceived the
Product as Overpriced
1MM 11%
Product 7 Add Text Here Add Text Here Add Text Here Add Text Here XXXXX Add Text Here
Product 8 Add Text Here Add Text Here Add Text Here Add Text Here XXXXX Add Text Here
Brand

8. ICP 1 ICP 2
B2B Service Based Firm B2B Enterprise SaaS
System Integration, DevOps FinTech, MarTech
USA, Canada, Poland Netherlands, Germany, Finland, Belgium
2,000k- 3,000k 500k – 1,500k
75-100 15- 35
› Not follow systematic approach to expand predictably
› Marketing role is partially handled by Sales
› Low brand awareness
› Lead generation channels – recommendations, tradeshows
› Systematic approach to expand predictably
› Low brand awareness and weak value proposition
› Marketing team focus on – PPC/ events/ PR/ misalignment
with sales
› Effective sales and marketing background
› Niche positioning
› Add text here
Developing Ideal Customer Profile for Lead Generation
8
This slide provides information regarding ideal customer profile that defines perfect customer fit to realize optimum value from product or solution rendered by identifying organizational concerns, pain points,
value proposition, etc.
Segment
Sub-Industries
Location (S)
Organizational Concerns
and Pain Points
Revenues, $
Value Proposition
Team Size
Parameters

9. Aligning Buyer’s Journey with Sales Process
9
This slide provides information regarding alignment of buyer’s journey with sales process through management of content, core messages, influencers, etc.
Buyer Stage Requirement Discovery Consideration Decision Implement
Description Buyer facing issue Solution search Alternative's assessment
Product purchase to cater
problems and requirements
Determine objective is
accomplished
Action
Buyer address – problem or
opportunity
Buyer informed about product
and competitor’s offerings
Product assessment by buyer
Buyer initiate “trials”
Product purchase decision by
buyer
Product review
Buyer become product
enthusiast
Key Questions Address requirements
Address competitive
advantage
Determine product usability Determine ROI
Determine value rendered by
product/ solution
Duration 1 day 30 – 90 days 30 – 60 days 20 days On – going
Influencers
› Thought leaders
› Blogs
› Clients
› Competitors
› Senior executives
› Customer service
› Senior executives
› References
› Business unit leaders
› Internal users
Seller Objectives Provoke Educate Explain Reassure Maintain
Content
› Key messaging
› Blog posts
› Viral videos
› Infographics
› Ebooks
› White papers
› Demo videos
› Case studies
› Client testimonials
› Pricing quotes
› Product roadmap
› New features
› Surveys and feedbacks
Core Messages
Aim is to save money
and time
Points
of differentiation
Easy implementation of viable
solution/ product
Positive
ROI
24*7 customer
assistance
Sales Stage Prospect Qualification Demo Proposal Contract
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10. Customer Expectations and Experience Journey Mapping
10
This slide provides information regarding customer expectations and experience journey mapping across entire buying process by managing customer goals, customer thoughts, touch points and
emotional response.
Easy Accessibility of Information
Online to Assist Organization in
Implementing Best Practices
Vendors have Essential Details
Online about Solutions, Pricing
and Differentiation
Communicate
with Customers
about Experience
Add
Text Here
Online Assistance
Community, FAQS, Service
Level Agreement
Customer
Expectations
Customer Experience Journey
Overall
Customer
Experience
Customer
Goals
Touch
Points &
Emotional
Response
Customer
Thoughts
Buying
Process
Pleased
Satisfied
Upset
Pleased
Satisfied
Upset
01
02
03 03 03 03
02
01
01
02
01
02 02
01
01
01
Search relevant content and resources
to aid firm for new project
Address requirements and prepare
vendors list
› Address project ROI
› Vendor selection for pilot program
› System execution
› Applications integration
› Online assistance community,
FAQs, Service level agreement
Online research – pleased with firm
Information search through blogs,
technology reviews, etc.
01
Website visit
02
03 Sales representative call
04 Add text here
Connect with other people through
linkedin connections, twitter
followers, facebook fans, etc.
05
Product demo through sales
06
07 Email campaign for lead nurturing
08 Connect with Analyst Firm
Add text here
09
Vendor selection
10
11 Contract negotiations
Call initiation
12
Add text here
13
14 Add text here
Customer support
15
Service renewal
16
› Expected ROI for project
› Payment options
› Add text here
› Issue of limited information
available for solutions
› Add text here
› Shortlisted potential vendors
› Industry assessment of each vendor
› Add text here
› Timeframe required for
product launch
› Staff required for product
development
› Additional payment for
extended support
› Discount on multi – year deal
› Add text here
Support/Renew
(Lifetime Average:3 years)
Implementation
(14-21 Days)
Decision/Purchase
(14-30 Days)
Evaluation/Comparison
(30-90 Days)
Discovery/Research
(30-60 Days)
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11. Discover the Value
Customer at Present
Current State
Customer Desired Position
Future State
Gap Assessment
Gap Selling Sales Methodology for Deal Closure
11
Sales methodology caters guidelines that assist sales representatives in closing deal with clients. GAP selling sales methodology focus on highlighting gap among prospects business at present and desired
level. It cater best way to position firm’s offerings most effective in filling existing gaps.
Gap Score
34/35
Problems
› Maintenance cost -
$2,000/yr
› Monthly breakdown
Problems
Identified
› Not able to manage
daily task
› Lower productivity
as it is difficult to
operate
Impact
› High cost of
repairing
› Outdated technology
› Poor customer
support
Root Causes
› Customer is frustrated
› Angry
› Confused
Emotion
› Better product to
handle day to day
activities
› Product with low
maintenance cost
Future State
› Product XYZ with
quick response time
› Lifetime customer
support
› High quality product
with low
maintenance cost
Solutions
› Product ABC
› Price – $5,000
› Year of Purchase -
2022
Facts about
Present Product
Facts
This graph/chart is linked to excel, and changes automatically based on data. Just left click on it and select “Edit Data”.

12. Ensuring Effective Communication among Sales Management Team
12
This slide provides information regarding effective communication among sales management team through weekly updates, monthly and quarterly review meetings.
Sales Team Weekly Update Monthly Review Quarterly Review
Sales Team A
Sales Team B
Sales Team C
Sales Team D







Weekly Updates Meets
› Updates on program level are
shared
› Brainstorming
› People involved – core ABM
team in sales and marketing
› Duration – Every Monday
Monthly Review Meetings
› Progress evaluation in target
account tiers
› Discussion regarding issues,
adherence to SLAs
› People Involved – Larger team
attendants with Executive
sponsor
› Duration – Every 20th day of
month
Quarterly Review Meetings
› Discussion regarding overall
account strategy, business
metrics
› Acquiring new clients
› People Involved – Larger
stakeholder group
› Duration – Every quarter
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13. Sales Team Reporting Structure at Present
13
This slide depicts the present organizational structure of sales department heading by the sales director. The sales team consists of sales supervisor, distribution manager, business manager,
promotion supervisor. It also consists sales representatives, sales engineers, etc.
Sales Engineer
Add
Text Here
Sales
Representative
Add
Text Here
Add
Text Here
Sales Supervisor
Distribution
Executive
Sales Staffs
Distribution Manager
Business
Representative
Add
Text Here
Add
Text Here
Business
Assistant
Business Manger
Promotion
Executive
Sales Staffs
Promotion Supervisor
Logistics Staff
Add
Text Here
Logistics Supervisor
Sales Director
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14. Key People Involved in Sales Management
14
This slide provides information regarding key people in sales management such as customer success managers, account manager, VP or Sales head, on boarders, account executives, etc. These people will
be responsible in taking key strategic sales decisions.
Account
Manager
› Guide clients in internal increase
in product usage to enable cross-
and up-sell as well as engagement
purpose
› Add text here
On
Boarders
› Ensure client integration
› Manage first use
› Add text here
› Add text here
Customer
Success Managers
› Synchronize customer experience
and enable satisfaction
› Cater potential cross-sell and up-sell
opportunities in collaboration with
account manager
VP or
Head – Sales
› Supervise sales team
› Manage cross – functional activities
to manage target quotas,
compensation
› Enable optimum team structure
Sales Development
Representatives
› Focus on lead generation for
outbound sales
› Add text here
› Add text here
Market Development
Representatives
› Focus on market research and
inbound leads
› Ensures marketing lead generation
and development
› Add text here
Sales Engineers –
Technical Support
› Handle technical queries
› Simulate proof of concepts
› Assistance to account executives
› Add text here
Account
Executives
› Focus on managing customer
commitment
› Ensures sales closure and follow up
› Add text here
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15. Managing Effective Sales Workforce and Incentive Plan
15
This slide provides information regarding sales workforce and incentive plan to manage future staffing requirement, present workforce and retain existing talented workforce through stock options, profit
sharing, etc.
Workforce Group Future Staffing Requirement Current Workforce Handling Issues, Risks, Gaps Risk Mitigation Activities
Sales Specialists
Requirement of highly capable staff to
manage difficult customer
Availability of experienced staff who
enhance their technical and
interpersonal skills
› 25% of recruits are from other
countries
› Risk of change in migration policy
› Considering coaching as knowledge
transfer routes
› Structured approach in hiring talent
Marketing Specialists Requirement of more capable staff
› Five people are retiring over next
3 years
› Rise in voluntary turnover
› Requirement of 12 new people over
next 2 years
› Critical risk of hiring suitable talent
› Providing professional training
› Add Text Here
Senior leaders
Growing need of people for
undefined period
› Few people might leave due to
culture change
› Add Text Here
› Risk of taking too long to adapt
to change
› Add Text Here
› Selective head hunting
› Add Text Here
Workforce Incentive Plan
Stock Options
Render employees with exclusive rights to buy a
specific number of firm’s shares at a fixed price for
specified period
Profit Sharing
Incentive program for employee rewarding
associated to their contribution to firm’s achieved
profit goal
Staff Recognition
Rewarding employees to encourage for positive
contribution and perks
such as –
› Monetary awards – bonuses
› Non-Monetary benefits - Preferred scheduling
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16. Sales Workforce Training for Performance Improvement
16
This slide provides information regarding sales workforce training for performance improvement in terms of product or service training, market insights understanding, job role clarification. It caters basic and
advanced level training program for sales, marketing, account management representatives.
Training Module Basic Program Advanced Program
Sales Team Training 1
› Self assessment tools
› 3 hours class
› 3 online modules
› Add text here
› 10 hour blended real time online class
› 3 – in person seminars
› $350 per employee
Sales Team Training 2
› Self assessment tools
› 4 hours class
› 7 online modules
› One on One evaluation
› Add text here
› 8 hour blended real time online class
› 3 coaching sessions
› Add text here
Sales– Marketing Team Training
› Self assessment tools
› 4 hours class
› 3 online modules
› Role playing
› Add text here
› 6 hour blended real time online class
› 6 coaching sessions
› 3-hour role playing
› Add text here
Sales – Account Management
Team Training
› Self assessment tools
› 4 30 min. podcasts
› 3 online modules
› Role playing
› Add text here
› 8 hour blended real time online class
› 4 in person seminars
› 6-hour role playing
› Add text here
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17. Sales Workforce Training for Performance Improvement (Contd…)
17
This slide provides information regarding sales workforce training for performance improvement in terms of product or service training, market insights understanding, job role clarification. It caters basic and
advanced level training program for sales, marketing, account management representatives.
o Address product or service value
o Hands on training – contacts setup,
final projects presentation, sales,
marketing tools understanding
Training Module 1
Product or Service Training
o Authority - build authority with
prospect, market, aware about firm’s
competitive positioning
o Need – competent in mapping
customer’s pain points and product fit
o Timing – computing prospect's timing
by sales lifecycle, prepare nurturing
and follow-up process
Training Module 2
Market Insights Understanding
o Job shadowing – sales rep training
with seasoned professional – listen to
calls, probe regarding workflow
o Prospecting and introductions –
coaching sales rep in initial
prospecting and outreach, initial
introduction with point of contact
for account
o Performance reviews – render
feedback, promote good habits,
performance milestones reinforcement
Training Module 3
Job Role Clarification
New Hire Sales Training
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18. Table of Contents
18
Metrics and Dashboard for Sales Performance Tracking
› Various Metrics to Track Sales Team Performance
› Sales Management Activities Tracking Dashboard
07

19. Average Revenue Per
Account/Customer/Product
Average No.
of Monthly Deals
Win Rate Average
Weekly Sales Revenues
Net
Promoter Score
$450 350 45% $515,000 +55
Various Metrics to Track Sales Team Performance
19
This slide provides information regarding various metrics catered to track sales team performance in terms of average revenue per account, win rate, NPS, along with sales representative performance
tracking through number of opportunities created, lead response time, etc.
Parameters Benchmark Sales Rep 1 Sales Rep 2 Sales Rep 3 Sales Rep 4 Sales Rep 5
Numbers of meetings by sales representatives 5 5 7 8 6 9
Number of opportunities created 35 25 27 32 42 51
Number of client conversations by representative 10 15 16 17 12 15
Lead response time by representative (in hr) 1 1.6 1.4 1 0.9 0.3
Up Sell and Cross Sell Rates(%) 15% 14% 13% 16% 15% 16%
Sales Representatives Performance Tracking
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20. Sales Management Activities Tracking Dashboard
20
This slide provides information regarding various metrics catered to track sales team performance in terms of average revenue per account, win rate, NPS, along with sales representative performance
tracking through number of opportunities created, lead response time, etc.
This graph/chart is linked to excel, and changes automatically based on data. Just left click on it and select “Edit Data”.
2M
2.5M
2M
4M
0 2 4
Negotiation
Proposal/Quote
Needs Analysis
Qualifcation
M
M
Sum of Amount
Stage
Sales Pipeline
45
55
120
230
0 50 100 150 200 250
Renewal
Contract
Price
Expensive
Sales Pipeline by Sales Rep
Record Count
Sales Activity by Sales Rep
0 20 40 60 80
John Faust
Cindy Perez
Ely Frost
Janet Nathans
Ricky Eastman
Carol Jennings
Opportunity
Owner
Full
Name
Other
Prep
Meeting
Email
Call
Type
30
60
100
200
0 50 100 150 200 250
Client D
Client C
Client B
Client A
Forecast by Month
45
55
70
240
0 50 100 150 200 250
Client D
Client C
Client B
Client A
Month Over Month Growth
Closed Business
3.7M (95%)

21. KPI Dashboard to Evaluate Competitive Sales Strategy Performance
21
The following slide showcases a performance KPI dashboard which can be used by marketer to examine competitive sales strategy. The metrics highlighted in the slide are total number of sales, sales revenue in
different months, cost breakdown, incremental sales, accumulated revenue etc.
$0
$50
$100
$150
$200
Jan-22 Feb-22 Mar-22 Apr-22 May-22 Jun-22 Jul-22 Aug-22 Sep-22 Oct-22 Nov-22 Dec-22
New Customers Up/Cross- Sellina
Sales Revenue
Number of Sales
125
Cost
$100,250
Profit
$28,608
Revenue
$140,007
67%
33%
Marketing
$73,450
Sales
$36,850
Cost Breakdown
Email GDN Instagram Facebook Google Ads Search Twitter
Incremental Sales
Accumulated Revenue
Up/Cross Sell
Revenue $16,501
% of Revenue 11%
Total 26
Rate 2%
Revenue $43,812
Churn
GDN – Google Display Network
This graph/chart is linked to excel, and changes automatically based on data. Just left click on it and select “Edit Data”.
GDN – Google Display Network