As a sales associate at WiseTech, I have been entrusted with creating sales strategies aligned with the company's broader business goals. I found the Objectives and Key Results (OKR) framework highly effective for this purpose. For instance, when the aim was to increase our revenue by 20%, I designed a sales strategy that focused on upselling and cross-selling to our existing customers, considering they were already familiar with our products.
This strategy involved educating customers about the additional value they could get from our premium range or complementary products. I used CRM tools to identify customers with potential growth in their usage and led my team in tailoring bespoke sales pitches to these customers. By focusing our sales efforts in this manner, we achieved an upsell rate of 30% contributing directly towards the company's main revenue generation goal.