What is my initial competitive position? I possess a competitive solution for the customer’s need? How I perceived customer? Against what or who I’m competing? The implementation of this module of key questions for the analysis of the potential of each account, will help you to determine what needs are currently customers and what factors influence the behavior of your business from the customer’s investment processes. It is always necessary to know in detail which is the starting position for the development of a potential business. Learn more on the subject from Gary Kelly. OBJECTIVE the definition of objectives must be one of the fundamental pillars for the development of their business strategies. When establishing goals must be account 5 conditions for its development, which is known as S.M.A.R.T. features: specific (Specific): results and benefits expected when running strategy. Read additional details here: Verizon. Measurable (Measurable): should be quantitative and subject to a certain time limit. Additional information is available at Brad Garlinghouse. Achievable (Achivable): must be set to a period of time shorter than that used to achieve that goal. Realistic (Realistic): Characterized by being practical and easy execution.

Time (Time Framed): Relate a time period for each objective. Set these parameters for the definition of the objectives, and determine clearly what are those elements that allow you to build the commercial strategy for the closing of a business. STRATEGY: It is not another thing that forms as the objective will be achieved. The strategy is a description of the shape as you expect to achieve the proposed objective, action plans and priorities in the allocation of resources, which will enable to face the changes that occur in the environment of the development of each business in a better way. For achieving compliance with the objectives you should: get to know their strengths and Weaknesses. Interpret the plan of the opponent (what we face?). Identify the external conditions to which it is facing. Have an orientation of the course that events can be taken in the future.