CRO · Toolkit · Advanced · Saves 120+ hours
Sales Strategy Operating System
The complete operating system for sales strategy - from market analysis to execution to continuous improvement.
What's included
- Strategic Foundation
- Market opportunity analysis
- Competitive positioning
- Ideal customer definition
- Value proposition articulation
- Go-to-Market Design
- Sales motion selection
- Channel strategy
- Pricing strategy alignment
- Territory design
- Execution Framework
- Process standardization
- Enablement requirements
- Performance management
- Continuous improvement
Best used when
- Building sales strategy from scratch
- Restructuring underperforming sales org
- Entering new markets
- Aligning GTM with product strategy
The template
The Template
STRATEGIC FOUNDATION
Market Opportunity Analysis
MARKET OPPORTUNITY ASSESSMENT
TOTAL ADDRESSABLE MARKET (TAM):
Industry size: $_____
Growth rate: ____%
Our addressable segment: $_____
SERVICEABLE ADDRESSABLE MARKET (SAM):
Geographic focus: $_____
Segment focus: $_____
SAM size: $_____
SERVICEABLE OBTAINABLE MARKET (SOM):
Realistic capture rate: ____%
3-year target: $_____
MARKET CHARACTERISTICS:
☐ Growing/shrinking
☐ Competitive intensity: Low/Med/High
☐ Buying behavior: Transactional/Consultative
☐ Budget ownership: _______________
Competitive Positioning Matrix
| Factor | Us | Competitor A | Competitor B |
|---|---|---|---|
| Price | |||
| Features | |||
| Service | |||
| Integration | |||
| Brand |
GO-TO-MARKET DESIGN
Sales Motion Selection
| Motion | ACV Range | Sales Cycle | Rep Quota |
|---|---|---|---|
| Self-serve | $0-5K | <1 week | N/A |
| Transactional | $5-25K | 2-4 weeks | $600K-1M |
| Mid-Market | $25-100K | 1-3 months | $800K-1.2M |
| Enterprise | $100K+ | 3-9 months | $1-2M |
Channel Strategy
CHANNEL STRATEGY OPTIONS
DIRECT:
☐ Inside sales
☐ Field sales
☐ Enterprise sales
% of revenue: ____%
INDIRECT:
☐ Resellers
☐ System integrators
☐ Technology partners
☐ Marketplaces
% of revenue: ____%
CHANNEL MIX DECISION:
Our primary channel: _______________
Secondary channels: _______________
Rationale: _______________
EXECUTION FRAMEWORK
Process Standardization
| Stage | Definition | Exit Criteria | Owner |
|---|---|---|---|
| Discovery | AE | ||
| Qualification | AE | ||
| Evaluation | AE/SE | ||
| Proposal | AE | ||
| Negotiation | AE | ||
| Closed | AE |
Frequently asked questions
What is the Sales Strategy Operating System?
The complete operating system for sales strategy - from market analysis to execution to continuous improvement.
Who is the Sales Strategy Operating System for?
It is built for CROs and their teams working on Sales Strategy. The AI coach adapts it to your company, stage, and goals.
How long does the Sales Strategy Operating System take to use?
It saves roughly 120+ hours versus building from scratch. Our AI coach can tailor the toolkit to your situation in minutes, then hand you a step-by-step plan.
Is the Sales Strategy Operating System free?
Yes. You can read the full toolkit and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the Sales Strategy Operating System?
The coach teaches you the framework, asks a few questions about your business, tailors the toolkit to you, and gives you measurable next steps to execute.