Strategic Sales Planning Of The Complex Sale In Latin America

Abstract

Due to the broad offering and the tendency of customers to view IT and Telecom solutions as a commodity, the complex sales environment in Latin America is facing an increasing degree of uncertainty, reflected in a poor sales planning and forecasting effort that is having a significant impact in the profitability of most companies in these verticals.

The presentation of this ongoing case is the attempt to empower the sales managers and executives, the largest profession in the world, with a solid and practical strategic sales methodology to allow them to better plan their sales effort in their assigned territories, customer listing or specific vertical. 

The obvious result expected from this methodology and research is to provide a sales planning model that ensures a higher certainty of the sales forecast, as well as have impact on such sales success metrics as average close rate, average closing cycle and the overall ROMI (return on marketing investment)  of the company’s sales effort. 

The case can be viewed in three parts or components: and initial extensive exploratory research to determine the exact current nature and situation of the complex sales in Latin America, second, the development of the appropriate sales methodology, and the implementation and evaluation of the sales planning model in the field.