Creating a Sales Strategy
A sales strategy consists of a plan that positions a company’s brand or product to gain a competitive advantage. Successful strategies help the sales force focus on target market customers and communicate with them in relevant, meaningful ways. Sales representatives need to know how their products or services can solve customer problems.
A successful sales strategy means that the sales force spends time targeting the correct customers at the right time. CrediFi has defined its overarching sales strategy and three major segments tied to product offerings. This case deals with tackling what type of sales strategy should be implemented by CrediFi. However, breadth of coverage and ownership of customers by sales team members is still up for consideration. Should Amirsakis prepare his sales team to be generalists or specialists across segments?