To have a successful sales organization, all elements in your company must be in sync. However, no matter how hard you try to keep all parts of the sales organization running as smoothly as possible, there could still be overlooked challenges. These challenges like unclear strategic direction could have a direct impact on your sales growth.
Nearly every organization has grappled with strategic challenges. Often strategic challenges come with a need to reimagine the company’s very purpose, identity, business model, structure, and everything else. A strong sales strategy plan creates the foundation for a cohesive and successful sales organization.
There is a lot included in strategic planning, and direction needs to be clear. When there's clear, unwavering direction, you can focus on defined targets and deliver results. However, when strategies shift, or are hinting toward a shift, it's normal to feel unsettled, and you'll see this reflected in your sales team too.
According to Harvard Business Review, "67% of well-formulated strategies failed due to poor execution." There are many explanations for this abysmal failure rate. The following are two main reasons why the strategic plan isn't being executed:
This is often referred to as sales team and strategy misalignment.
Sales team alignment has a huge impact on the overall performance of your business. ClearCompany found that "97% of employees and executives agree that the outcome of a task or project is negatively affected by a lack of alignment."
When your sales team is misaligned with the strategy, it can cause the following:
Implementation is an essential part of the strategic planning process, and companies that develop strategic plans must incorporate a method for applying the plan.
Still not sure what to do or how to implement it? Contact Pivotal Advisors and learn more about our approach to strategic direction and sales growth.
No two strategic plans are exactly alike — they're unique depending on your company and the company's specific goals. You need to make sure you have clear direction and that your sales team is aligned on the goals. If you are not aligned and don't have a clear direction when it comes to your strategic plan, it can ultimately lead to stalled sales growth.
Follow us next week to get another top reason why your sales growth has come to a screeching halt.