When it comes to sales strategy most sales leaders simply ask their sales people to create a plan that will drive the predetermined revenue during the year. The sales team meets as a team to discuss the plans and the activity starts. Sounds simple enough right? Who are you going to call, what are you going to sell them and how much revenue can you get....Planning done!!!
Every salesperson in every industry understands at the beginning of the calendar or fiscal year they will receive a new quota. Typically these quotas go up and not down year after year. It is then incumbent on the salesperson to break down the quota and devise a plan to achieve the quota in the quarterly and annual timeframe given.
We have all heard the definition of insanity to the point of nausea "Doing things the same ways and expecting different results". People say yeah yeah yeah I have heard that before. Then they proceed to go out and prove the saying right by doing something over and over and getting frustrated with the results.
People go into the sales field for various reasons. Some enter the field because it is what they are naturally inclined to do