Are You Clear On Where You’re Going? Take The Test

Are You Clear On Where You’re Going? Take The Test

When it comes to your vision for the future of your sales organization there is a simple test – it takes just 5 minutes. It is something we do with all our clients.

Follow these steps:

1. Take a page and divide it into three columns.

2. Title the Middle column this year and the Right column next year, or the year after (see below).

3. Then on the far Left list some headings to describe your sales organisation (e.g. units sold, number of key dealers, etc.) – see below.

An Example Of A One Page Sales Vision

2012

2014

Sales Units

1100

1400

Sales Margins

10%

11%

Indirect Sales

 

 

Key Distributors (80+ units)

35

50

New Distributors recruited

5

10

Distributor support / mkting

60k

110k

Direct Sales

 

 

Key Accounts (10+ units)

20

30+

Sales Team Size

10

15

Sales Team Meetings

Quarterly

Monthly

Sales tech support

Poor

Good

Sales admin

1 person

1.5 persons

Sales d’base / CRM

No

Yes

Events/Shows

1

2

4. Now, describe your organisation as it is now (Middle column) and then how it will be in 2014 (Right column).

5. To make it really interesting ask some of your colleagues to do the same and then compare the results.

Having completed steps 1-5 just how clear is your sales organization on where it is going? Do your priorities as a manager reflect this future vision?

If you would like help in clarifying what your sales organization should look like in 2013, or 2014 please contact us.