Sales strategy
A sales strategy that balances this year’s targets with long-term growth, built on where you’re really winning and losing by customer, product and territory.
The challenge
When sales are up, it’s easy to look only at the top line and this year’s bonuses. That view hides what’s happening underneath: which products are losing with key customers, whether new business is coming in, and what incentives are actually paying for. Today’s numbers reflect decisions made six months ago, so the work to change them has to start now.
How we approach it
We assess your sales strategy across six elements:
- Sales analytics: review growth and losses bottom-up by customer, product and territory.
- Benchmarks: look beyond year-to-date and year-over-year to multi-year trends.
- Time horizon: plan short-, mid- and long-term priorities, not just this year’s.
- Sales behaviors: define the behaviors your field and inside teams need to execute the plan.
- Playbooks: build shared playbooks with the who, what, when and how of selling.
- Oversight: track progress against the playbook and reinforce it steadily.
Questions we help you answer
- Where are we winning and losing, by product, customer and territory?
- Are we gaining new customers or mostly selling to our existing base?
- Who on the team is hunting for new business, and who is farming?
- How do we measure the results of our sales resources?
More ways we help: grow revenue
All solutionsGo-to-market strategy
A fact-based view of where you stand in your market today, and a clear roadmap for steady growth across product, price, sales and supply.
Sales and revenue analytics
A disciplined, consistent way to baseline sales performance, explain price, volume and mix, and measure the results of your decisions over time.
Price and incentive management
Price and incentive strategies tied to clear outcomes, with a baseline beforehand and measurement during the program, not just after it ends.
Channel marketing
Get more from your channel partners by understanding their customers, measuring their performance and giving them the tools to sell for you.
Market intelligence
Secret shopping, market research and benchmarking organized around the decisions you need to make, and interpreted in the context of your strategy.
Product viability
An objective, customer-informed view of which new and existing products deserve investment, and a roadmap for acting on it.
Ways to start
Start small and go as deep as you need.
- 30 minutes
30-minute working session
Map the decisions you own and the metrics behind them, and see Clarity answer questions like yours.
Book a session - Half a day
Half-day discovery workshop
We work with your sales, marketing, finance and operations leaders to find the real problem, the risks in the way and what to do next.
About the workshop - 30 days
30-day sales performance assessment
A clear baseline of your price, volume and mix performance by product and channel, so you know where you’re winning and losing.
About the assessment