How to develop a strategic sales plan for your business?

Table of Contents

What is a strategic sales plan?

A strategic sales plan is designed to align the marketing strategy of the company with its business strategy. The strategic sales plan should be the initial step in any company’s business planning and marketing process. It is important to have a proper vision of what you need your business to accomplish before you start implementing any strategies or campaigns.

The strategic sales plan should be written with 3 key objectives in mind: 

  • Increase customer retention rates 
  • Increase customer lifetime value 
  • Increase customer acquisition rates  

Components of a successful strategic plan

A successful sales strategic plan is a result of the following components: 

  • Sales team strategic planning process 
  • Strategic planning for sales 
  • Components of a successful strategic plan  
  • Purpose of a strategic plan 

A successful strategic sales plan is all about taking a step back and looking at the big picture. It includes a timeline of events and milestones that will help you reach your goals. With a strategic plan, you can set realistic expectations for your team and align them with your goals. CRM tool also helps you stay focused on what’s important.

Developing your strategic sales plan

Strategic sales plans are important for any business, small or medium or large. They help the organization align its goals, strategies and resources in a way that it can achieve its desired goals. Sales strategy plan is a roadmap that guides the organization in achieving its desired goals. It starts with a SWOT analysis and continues with developing an execution framework.

A strategic sales plan should be developed by following these steps: 

  • Conduct a SWOT analysis 
  • Developing an execution framework 
  • Creating an actionable strategy 
  • Identifying high-value targets
  • Aligning initiatives to your strategy 

Five steps to developing a successful strategic sales plan for your business

  • Research the market and identify buyer personas 
  • Determine the most desirable outcomes for each persona
  • Map out scenario-based customer journeys that lead to desired outcomes 
  • Test different pricing strategies to find which one fits your audience best
  • Create a sales funnel that leads customers from awareness to conversions 

Business-to-business selling techniques for success

In order to understand what the business-to-business selling is, we want to break it down. The B2B selling is a process of marketing and selling products or services to other businesses. With this in mind, we need to have a clear understanding of the buyer’s wants and needs.

We should not forget that these are businesses that are looking for profit and they are not buying products or services just because they need them. They buy them because they can see how it can help their business development.  

Businesses that sell B2B products and services should be aware of the below points: 

  • What type of product or service do you offer? 
  • How does your product of service solve their problems? 
  • How does your product or service meet their needs? 

Selling to B2B clients is not a simple task. There are lots of techniques that you can use to make your work easier. Let’s have a look at some of them.  

  • The first one is to understand the need and wants of the buyer, and then align your marketing and sales strategy with their business strategy.  
  • The second one is to know what the buyer wants from you, and then customize your approach accordingly.  
  • The third technique is to deliver value by giving information in a timely manner and then following up on it regularly.

The importance of strategic sales planning

Strategic sales planning is a process that helps entrepreneurs to identify and exploit the best opportunities for their organization. The process also helps to identify the needs of the customers and then develop a marketing strategy for every customer segment.

The strategic sales planning process should be done before developing any other plan, such as marketing strategy or business plan. The organization should focus on what they want to sell, who they want to sell it to, how they are going to sell it and how much they are going to charge for it.  

In the startup world, it is important to have a strategic plan for sales. This is because starups are often product-driven and they are not as focused on revenue streams. In this case, there is a higher risk of growing too quickly and not being able to keep up with demand.  

  • The first step in creating a strategic plan for sales is to identify the customer’s needs. It is important that these needs are met by the product or service that the company offers. 
  • The second step in this process is to identify how much market share the company can get within a given time frame and how much profit they will make from those shares.  

How to gain the upper hand in competitive markets with a strong sales strategy

Since the market is becoming increasingly competitive, it’s important to have a strong sales strategy in order to be able to stand out from the competition.

Here are some tips on how you gain the upper hand in competitive markets with a strong sales strategy. 

  • Know your product and market well enough 
  • Know your target customer and what their needs are 
  • Evaluate your competitors and find out what they offer that you don’t offer, then do something different that will make you stand out from them. 
  • Use a right sales automation tool that fits for all your needs 


The CRM tools in the market are not made equal. Some of the marketing tools are better than others. To make a smart decision, it is important to know what your business requirements and which features you need from the CRM tool.  

The digital marketing and sales funnel is a long-standing marketing concept. It is an important part of the digital marketing strategy because it helps marketers to track the effectiveness of their marketing campaigns 

Marketers need to be aware that the sales tool has been updated for the modern age and includes new features. For example, there are now more channels through which customers can be reached and more ways to measure and analyse customer behaviour.