Your sales team would probably prefer to be out and about selling your products and services to companies in Dubai and Abu Dhabi, than sitting around a table talking tactics and forecasting. So when you get your team to sit still and listen, make it count and get them involved.
Have more than one idea
When considering you next sales strategy, don’t just dig out and use last year’s methods and use them again. Look around for another way of doing things. What worked (or in some cases, didn’t work) last year, may not work as well this year. Your sales team may have exceeded targets on last year’s strategy, but there is no guarantee the same will happen this year.
Review what parts of the strategy did well, and which parts didn’t do well. Get some stats on how the market has changed, and look at how you can make the best of those changes.
And then, create two strategies. With two different strategies, you can see the pitfalls in each far more objectively than if you only have one to look at. Hone it down until you have one plan that you are confident will work.
Talk to your customers
With an economy that is plateauing at best, shrinking at worst, it does well to see what changes your customers are dealing with. Talk to your customers; see if their priorities have change since last year. This could be as simple as taking some of your main clients/customers out for a lunch. Although the business lunch is not as glorious as it was in the boom years, it is still vital to your business to keep that connection with your customers. If you have a broad, public customer base, a street level vox pop will help you gauge their attitude to your products, industry and what they are cutting down on or spending more on.
It can be tempting, when new information comes in, to allow new information to inform the strategy, without giving it the same vigorous review used at the beginning of the process.
It is also very easy to lose sight of the original strategy. Measure how the strategy is working regularly: don’t wait for the end of each quarter, check out your successes and failures on a weekly basis. Trends are easier to spot that way. If you are off the mark, go back to the original sales strategy and find out why it’s not working.
Train the person, not the team
It may seem counterintuitive to focus on individuals in a training session, yet to get the best out of every member of your team, you have to focus on individual strengths and weaknesses. Everyone is different so instead of trying to make everyone the same, work with them to make the most of their personality. It will make them better sales people because they wont come across to clients and customers as being false.
Look to the future
You may not have the budget to hire a futurologist in your business just yet, but you do need to think about the future of your products and services. How long a shelf life do they have? Is there a natural lifespan? How are external pressures changing your industry, and your client base? Think about how your business model needs to change in the next year, 10 years, and 50 years to keep your business viable. Do you want your business to be the biggest and best of its type in Dubai, or are you looking to expand into the rest of the Middle East, or become a large international corporation? Questioning your company in this way will help you form a more robust and forward thinking strategy.