Strategic Sales Planning Peoria IL
309-677-2992
Peoria, IL
(309) 677-2375
Peoria, IL
(309) 676-0755
Peoria, IL
(309) 685-0929
Peoria, IL
(309) 692-2364
Peoria, IL
(309) 839-1190
Peoria, IL
(309) 676-7500
Peoria, IL
(309) 682-7676
Peoria, IL
(309) 688-3741
Peoria, IL
(309) 692-5221
Peoria, IL
Strategic Sales Planning
By Mike Butts
In last month's column, we discussed the strategic planning necessary to either launch a new installed sales initiative or move an existing program to the next level. This month, I want to explore those options more deeply.
Strategic planning is something every executive knows. Launching an installation services program merely because one customer wanted a product installed, or because several homeowners expressed similar interest, isn't the surest path to success. Many of our customers have voiced frustration at the inability of labor to perform or in their own ability to secure acceptable installation service for a project.
The first question you need to consider is: why are you going to offer installation services to your customers? Regardless of who your customer is, why are you willing to change your organization's direction simply to offer labor? You've done well enough to date just selling product–why complicate the issue? If the desire to go into installed sales is merely a reaction, stop here and help your customers find labor on their own. If, however, you want to get into installed sales as a way to boost your business, secure a strong market position, and increase both net sales and margins, then let's move forward to the next questions.
How are you going to offer the program–via in-house installers or subcontractors? Who is going to manage it? What business structure are you going to follow?