Welcome to Ongoing Measurement of the

Success of Your Strategy

Presented by The Sales Matrix, Inc.The Webinar Will Begin Shortly

Ongoing Measurement of the Success of Your Strategy

Format of the webinar

1. Smaller group allows for more interaction so please feel free to ‘raise your hand’ or ‘instant message’ me in the participants panel so that I can un-mute and call on you.

2. If you are in a noisy area please put your phone on mute by pressing *6.

Agenda• A brief review of Part-1 and Part-2 of the series on Sales

Strategy• The importance of ongoing measurement• The key points to consider during this phase of the project

– Communication– Data– Feedback– New Information or Issues– Inspection and Management

• Q&A

Part-1 in the series – Establishing A Sales Strategy

• Strategy = a careful plan or method• SMART components

– Specific– Measurable– Attainable– Realistic– Time Sensitive

• The tale of two strategies

Part-2 in the series – Alignment – of your Strategy – with your Staff – to the MarketThe Key Points:

• Communication• Sharing the data• Seeking input• Empower• Direct & Inspect

In Part-3 we are going to discuss the Ongoing Measurement of the Success of the StrategyThe Key points during this phase of the project are:

• Communication• Data• Feedback• New Information or Issues• Inspection and Measurement

Communication

• Communication is critical to not only alignment but also ensuring that the team can contribute to any adjustments needed throughout the implementation of the strategy.

• Communication with your team at regularly scheduled meetings.

• The frequency of these meetings can vary depending on the complexity of the sales strategy.

• If the meetings are held infrequently (quarterly or less often) it is wise to use other communication mediums such as email and/or memos to keep on track.

DataWhat data?– The state of the company– The financials

View the sharing of the data as a “waypoint” in the journey, to provide information on whether or not you are still on course.

Keep tracking the data as it changes and communicate key information to the team.

Data is critical and helps separate emotion from reality. Decisions should be based on data and data alone!

FeedbackBest practices –

• Continue to ask and incorporate the feedback from the team throughout transitions and adjustments to your strategy.

• Allow for easy feedback to come to you from the group, whether in– Meetings– Responses to emails– Memos– Company newsletters

• Not a suggestion box! We are talking about a formal feedback model.

New Information or IssuesWhen new information or issues surface, continue to task your team and not take everything on yourself. They must believe their input is wanted or they will stop providing it and misalignment can occur.

• Analyze the new information• Present the new data to the team• Obtain and capture ideas • Decision on how to react (Notice we did not say once consensus is reached)

• Update the strategy documentation and send it to the team to review and provide feedback

• Make necessary adjustments and send out final strategy and updated roles and responsibilities

Inspection and Measurement

Continue to inspect, measure, and report the results as you progress, and review and edit your strategy at regular Intervals to keep it fresh and relevant!

Q & A

Questions?

For more information or to just chat feel free to contact me directly at brian@thesalesmatrix.com

Thank you for attending and participating and I look forward to working with all of you again soon.