Step Process to

DEVELOP AND ACHIEVEYour Sales Vision

Maximizing your sales teams performance is about more than focusing on day to day results

It involves focusing on achieving a long term vision

Having a clear sales vision provides

focus and directionfor you and your team

V-G-S-T is a powerful framework that helps you develop and achieve your sales vision

The V.G.S.T. Framework

Vision1

2 Goals

Strategies3

4 Tactics

Creating your Sales Vision1

Creating your sales vision means answering the question:

Where do you want to be?

“To be one of the top five districts in sales in the company within the next 12 months.”

Example

Develop a sales vision that is attainable

within 6-18 months

A sales vision must be challenging, attainable, and realistic enough to

be achievable

Translating the Sales Vision into Goals

2

Focus the broad vision by converting it to one or more goals

The more specific your goal, the easier it’ll be for the team to understand,

commit, and work towards it

Identifying Tactics3

Strategies describe specifically how you will achieve the goals

“Increase sales volume by 10% by June 30.”

Example

Strategies to achieve this could involve:

• Increasing your team’s sales coverage

by hiring additional salespeople

• Running a special sales incentive

program for the sales team

• Targeting key accounts to grow

existing business

Example

Identifying Tactics4

Identify specific action steps, or tactics, you’ll take to

implement each strategy

Identify major activities or benchmarks

Specify target dates for completion

Clearly define responsibilities and other resources needed

Developing and achieving your sales vision is a key sales leadership ability

By following the V-G-S-T process you and your team

can reap the benefits of sales vision

Learn how to transition star sales reps into high performing sales managers!

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By David Jacoby

@DiJacoby