Strategy vs. Execution: Why You Need Both (and How to Get It Right)
Written by Sergio Armani, Founder of ACG-Clinical
Introduction:
In the world of sales, particularly in complex industries like clinical research, it's easy to get caught up in the day-to-day hustle. You're making calls, sending emails, and chasing deals. But are these activities actually driving you toward your long-term revenue goals? The difference between a sales team that's spinning its wheels and one that's consistently hitting its targets often comes down to understanding the critical difference between sales strategy and sales execution.
What is Sales Strategy?
Think of sales strategy as your roadmap to success. It's the high-level plan that defines how your organization will achieve its sales objectives. A well-defined sales strategy should include:
Target Market Definition: Who are your ideal customers? What are their needs, pain points, and buying behaviors?
Value Proposition: What unique value do your products or services offer? How do you solve your customers' problems better than the competition?
Sales Process: What are the steps involved in moving a prospect from initial contact to a closed deal?
Sales Channels: How will you reach your target customers? (e.g., direct sales, channel partners, online marketing)
Pricing Strategy: How will you price your offerings to maximize revenue and profitability?
Competitive Analysis: Who are your main competitors, and what are their strengths and weaknesses?
A strong sales strategy provides the framework for all your sales activities. It ensures that everyone on your team is working towards the same goals and using the most effective approach.
What is Sales Execution?
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Disclaimer
The information in this publication is for general informational purposes only and should not be construed as legal, financial, or regulatory advice. Armani Consulting Group, LLC, doing business as ACG-Clinical, disclaims any liability for errors, omissions, or actions taken in reliance on this content. Please consult qualified professionals for advice specific to your situation.