I ve been successful developing business informally—do I really need to have a sales strategy for my target market(s)?
Beverley Flaxington, The Collaborative A written strategy gives everyone in the firm (even if, at first it is just you) a clear depiction of the whats, whys, hows and whens of your selling efforts. Business development personnel or financial advisors tasked with this need to know what s expected of them, and a written sales strategy is an excellent source for crafting job descriptions and compensation plans. In larger firms, full communication of sales strategy enables all areas client service, operations and technology, administrative, etc. to understand their direct contribution to achieving the firm s goals.