Much has been written about the importance of crafting a good sales strategy including many how-to’s. But what about the flip side? Here is a starter list with four all too common traps sales reps fall into when crafting sales strategy. We’ve made easy to remember – beware of falling into the FAST trap.
- Failing to fully identify and analyze obstacles. By only looking at the “upside”, the sales rep has an incomplete picture of the opportunity.
- Analyzing the competition only from the sales rep’s view of the competition vs. also considering the customer’s view of the competition. The two perspectives rarely are the same – the customer may not value something the sales rep brings to the table yet overvalue something a competitor offers.
- Substituting a “to do” list of discrete tasks for a strategy. A list is just that – a collection of discrete tasks – that may or may not contribute to meeting the strategy.
- Taking the time to think and write down the strategy. Just filling out a CRM screen alone doesn’t help a sales person think through a strategy. But as old fashioned as it might sound, the act of putting pencil to paper or keying in some sentences and bullet points outlining a strategy onto a laptop or tablet requires sales people to think through their strategy – and if holes exist, that’s when they begin to become apparent.
What traps might you add to the list?
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