完美销售业务的战略规划的最终指南

So, what's the plan? Or should I say, what's the strategic plan?

Without a proper strategy, your business or organization can suffer. But, with strategic planning, businesses can increase productivity, profitability, and increase their longevity by creating a clear plan for the future.

Does strategic planning sound too good to be true?

While it sounds great in theory, it can be challenging in practice. In fact, 56% of executives and their teams wasted time on strategic planning, whileonly 44% spent the strategic planning time productively。

Luckily, you can join the 44% of leaders and teams that had productive strategic planning sessions. If you take the right approach, strategic planning can have a positive impact on your business and its bottom line, and it will certainly be worth your time.

战略规划的目的是使组织确定未来三到五年内的发展方向。如果策略是基于错误的假设，或者需要根据业务环境（例如内部或外部）的变化来调整战略，则可以修改战略计划期间设定的目标。和战略计划通常每年进行调整。

Balanced Scorecard Institutesums up strategic planning nicely:

“这是一项纪律严明的努力，会产生基本的决策和行动，以塑造和指导组织是什么，服务谁，做什么以及为何做到这一点。组织正在进行以及取得进步所需的行动，也将如何知道它是否成功。”

Whilestrategic planning and operational planning听起来相似，它们是不同的业务活动。战略计划的重点是长期目标 - 这些目标通常由执行领导团队设定。他们将概述对业务的使命和愿景

Operational planning breaks down the long-term goals of the strategic plan into short-term goals and activities. Oftentimes, this sort of planning is performed by individual departments or teams, and the planning is done by department leaders. They focus their efforts on creating strategies and tactics they can pursue throughout the year that will support the broader goals laid out in the strategic plan.

想知道战略和运营计划如何影响销售团队？战略计划由高级领导或高管决定公司的长期愿景。bob全站app由各个部门制定计划和策略，以使其团队与战略计划中设定的目标保持一致并努力。

销售领导者创建一个销售计划(operational plan) that outlines the short-term strategies and tactics that will be used to achieve long-term goals. This aligns sales teams and salespeople so they know exactly what they're working towards, and how progress and success will be measured.

What is a strategic plan?

A strategic plan is a document that outlines the results of the strategic planning session. The length of the strategic plan varies depending on the complexity of the company and its size. The document is the source of truth and keeps the organization on track to hit its goals.

So, what exactly does the strategic planning process look like? Here are the steps.

1. Prepare for strategic planning.

Who do you want to include in the strategic planning process? Ideally, you should assemble a cross-functional group that includes executives and leadership from your critical business functions (e.g., finance, operations, product, sales, marketing, human resources, etc.).

After your strategic planning group is assembled, set a timeline for completion. Depending on the size or complexity of your company, planning can take anywhere from a few weeks to a few months. Pick a timeline that works best for your organization.

2. Assess the business.

查看影响您业务的内部和外部因素。例如：

• 有特定的业务领域不断增长的吗quickly? How can the business further support its growth?
• Will a new technological advancement help improve your business processes?
• Are any pieces of legislation being passed that the company needs to respond to?

These are just a few things to consider when evaluating the environment your business is operating in. Tools likeSWOT Analysis,Porter's Five Forces, andPESTLE Analysis可以帮助您评估组织中最强大，最弱的部分。另外，您可以确定增长的机会，并查看可能出现潜在挑战的地方。

3. Outline your mission, vision, and key stakeholders.

What's the business' mission or vision? Identify the core values and priorities of the business by outlining your使命和愿景陈述。确定您的主要利益相关者是谁（例如，客户，员工，所有者，董事会成员，供应商），以确切了解您的策略将影响谁。

And take the opportunity to identify your target customer as well. Since customers are your primary stakeholders, you'll need to create an accurate customer persona or profile so you know how their needs should be met.

When working through the strategic planning process, you'll start by outlining your aspirational goals first, so you can eventually develop specific strategies and tactics that will be used to achieve the aspirational goals.

4. Choose a strategic planning framework.

Once you've identified key opportunities, it's time to choose a framework that will help you develop your strategic plan. Here are a few of the most common frameworks businesses use for strategic planning.

1.The Balanced Scorecard (BSC)

The Balanced Scorecard (BSC) framework helps you outline your business' mission, vision, and strategy and creates a visual strategy map that your business can follow. It includes strategic objectives, targets, measures and KPIs, and the strategic initiatives that will help you reach your goals.

2.Objectives and Key Results (OKR)

用这个strategic method, organizations make a list of three to five, high-level objectives. Below each objective, they'll list three to five, quantifiable key results which are measured with a score between 0 to 1 or 0-100%. Check out theseOKR示例开始。

3.变革理论（TOC）

变革理论（TOC）是一个框架，您可以在其中确定长期目标，然后向后工作以确定要达到每个目标必须达到的条件。这是对how and when to use the Theory of Change method。

By using these frameworks, you'll be able to develop your strategies, the tactics you'll use to accomplish them, and the关键绩效指标（KPI）您将用于跟踪性能。

这些是最常使用的战略规划方法。如果他们似乎不为您工作，请查看此列表strategic planning modelsand find the best one for your business.

5.创建一个战略计划。

现在，您已经与您的团队进行了咨询并提出了长期计划，现在该在战略计划中记录协议和策略了。战略计划是可以在公司中各部门共享的物理文件。bob全站app

But, many companies have gone digital with strategic planning software, so their strategic plan can be accessed by anyone in the company from their electronic devices. Many of these software options are collaborative for people at all levels of the company, which increases the transparency of the business' primary goals.

Strategic Planning Software

Need some tools to start your strategic planning with? Here are somestrategic planning softwareoptions, in no particular order.

1.Cascade Strategy

Cascade Strategy helps you create a plan and execute it with itsstrategy planning platform。It allows you to create a strategy map, outline your goals, and include specific details like goal timeframes and the metrics used to evaluate goal achievement.

其他功能包括KPI构建器，smart frameworks, goal and project management tools, and dashboards to report on progress.

Source:Cascade Strategy

2.清点策略

这个战略规划工具具有Balanced Scorecard Softwarethat enables you to build your strategic plan. The platform provides you with the ability to build interactive Balanced Scorecards, and create dashboards and strategy maps to track your goals.

You can assign elements of the strategic plan to different owners so they can tackle specific parts of the strategy.

Source:清点策略

3.工作板

Workboard提供了一种战略规划解决方案，专门针对CEOs and General Managers。And with tools like theactive OKR solution, teams can identify plan using the Objectives and Key Results (OKR) technique.

该工具提供了一种使组织对齐和帮助他们通过OKR热图确定风险的方法。

Source:工作板

4.Khorus

Khorusis a strategy execution software that creates transparency for CEOs, management, and individual contributors. CEOs set objectives in Khorus, and then teams and individuals can add their own goals that contribute to the overarching objectives.

Thisstrategic planning softwareimproves the ability of businesses to execute their strategies, and it increases alignment and transparency.

Source:Khorus

5.COMPASS®质量管理系统

用这个项目组合管理系统, you can manage ideas and projects to help you and your team develop a strategy. An interesting feature is the star rating system that allows employees to rate each project. The system takes this information, analyzes it, and rates the project's overall potential.

The tool creates transparency between leaders and employees, and management is able to engage with the feedback to improve upon their strategic goals and projects.

Source:指南针伴侣

With a strategic plan, your company and your sales organization will be well-equipped to set goals and achieve them.

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