SBI’s 5 Step Sales Strategy Development Process in Action

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On this episode of SBI Sales and Marketing video podcast, we discuss sales strategy development. Visit http://bit.ly/GoSBI to learn more about SBI.

02:24 A brief introduction to the 5 sales strategy development steps
04:08 Converting company targets into sales strategies
06:50 How strategic planning is easiest when started early
08:09 Breaking down the strategic planning process into smaller categories
11:00 Engaging your sales team in strategy planning
13:14 Constructing a sales methodology
17:50 The organizational design for your sales strategy
21:51 Strengthening your plan with sales operations and enablement
25:58 Round out your sales strategy with sales support
27:58 Reviewing the most important steps in planning


SBI TV Summary:
Greg Alexander, the CEO of SBI, and Spencer Hodson, the VP of sales and channel strategy operations and enablement at Harmonic, talk about the five-step strategic planning process to develop next year’s sales strategy.

Step one, planning, includes a forecast of last year’s success and plans the coming year’s projected earnings. Then, step two covers the sales strategies the company will use to engage customers and prospects. Step three focuses on organizational strategic planning and how to plan a successful sales organizational model.

This leads to step four, execution planning, which highlights the best way to enact the changes made to the sales strategy. This step’s most important components include sales operations and sales enablement. Finally, in order to have a successful sales strategy, internal support for all aspects of your sales team must be mapped out in the strategic planning process.


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