When we hear Sales Strategy we often think of our marketing department and their strategy to position what we are selling.  As sales reps and sales managers we don’t often think of ourselves as strategists, but we should.  Creating a successful Sales Strategy will allow sales managers and their sales team to focus on the right customers, in the right ways, and at the right times.

I have heard it called Sales Execution Model, Sales Strategy Model, or just the Sales Model but whatever you call it, it’s a process, or discipline, sales reps should follow to analyze, diagnose, prepare, execute and evaluate in their territories or on their calls.  There is a flow or strategy to selling that falls into three phases:  Pre-Sales Activities, Sales Activities, and Post Sales Activities.  We will review the three phases and look at how they apply to all sales rolls.