A thorough gap-analysis

The Importance of a Gap-Analysis!

A strong sales strategy is essential for the success of any business. It is important that the sales strategy aligns with the overall commercial strategy of the company, and that the sales behavior aligns with the company’s objectives and values. A thorough gap-analysis can help identify these important aspects of the sales strategy.

A gap-analysis involves evaluating the current sales performance of the company and comparing it to the desired performance. This helps identify areas where the company’s sales performance falls short of expectations. Then, the best type of sales behavior that fits with the commercial strategy of the company can be determined to improve performance.

It is important that the type of sales behavior chosen aligns with the commercial strategy of the company. This means that the sales behavior should contribute to achieving the company’s objectives and should align with the values and identity of the company. For example, if the company focuses on sustainability and eco-friendliness, an aggressive sales approach may not be appropriate, and an educational and consultative approach may better align with the company’s identity.

A thorough gap-analysis can help identify the type of sales behavior that best fits with the commercial strategy of the company. It can also assist in developing action plans to encourage and develop this type of sales behavior. This will contribute to improving the company’s sales performance and ensure that the sales behavior aligns with the company’s identity and objectives.