We launch a strategy, move on to something else… and forget to follow through. Without reporting, without metrics, without adjustments, even the best intentions come crashing down.
Adapting to market developments to evolve your commercial policy
A well-thought-out business policy transforms strategic vision into concrete performance — provided it is clear, managed… and scalable.
And yet, in many companies, it’s linkedin proxy prices unclear. One part is in the business plan, another in the CEO’s head, and another in the CRM… The result: efforts going in all directions, teams not pulling in the same direction .
In this guide, we explain what a sales policy really is and how to structure it without creating another PowerPoint presentation. And, most importantly, how to use it to better target, better manage, and better perform.
Silos between teams
When marketing doesn’t talk to sales, and as an organization, you do not have to field teams find out about sales policy at the last minute, everyone is rowing against the tide.
Ignoring weak market signals
Just because “it’s always worked like this” doesn’t fax lead mean it will work tomorrow. A successful business policy needs to be questioned. Regularly.
Focus on solid customer knowledge, here’s why CRM remains at the heart of any effective sales policy
A market is always changing. Needs change, and so do usage patterns. And if your sales strategy doesn’t keep up, it stalls.
Adaptation should not be a delayed reaction, but an integrated reflex. A good policy adjusts continuously , fueled by weak signals, field data, and customer feedback.
Things to watch out for:
- Geographic distribution of sales: if certain areas outperform, allocate more resources there.
- Google Trends and Social Media: What your customers search for often says more than what they say.
- Regulatory changes: VAT increases, sector standards, tax policies… every decision impacts your margin or your offer.
- Societal developments: taking gender equality into account, for example, is reshaping certain public commercial policies.
An example? In Rome, a local cultural policy has boosted the jazz scene. The result: fertile ground for creative brands . Market intelligence isn’t just about numbers. It also captures social dynamics .