The Strategic Planning Process From the Desk of Sales Ops

Описание: Visit our website: https://salesbenchmarkindex.com
Download the workbook here: https://salesbenchmarkindex.com/tools...
Learn more about our Workbook: https://salesbenchmarkindex.com/workb...
Take the Revenue Growth Diagnostic: https://salesbenchmarkindex.com/reven...
Schedule a Visit to The Studio: https://salesbenchmarkindex.com/the-s...

Greg Alexander, CEO of SBI, joined by Amy Slater, shares how to develop and execute an annual strategic planning process. http://bit.ly/GoSBI.

00:04 Welcome and guest introductions
02:00 The long-range planning process defined
04:00 How strategic planning typically happens for the average company
05:20 How Rovi handles the annual planning process
10:20 How to translate corporate goals, such as revenue and EBITDA targets, to sales objectives
13:52 How to determine the necessary number of reps, managers and directors
16:40 What is a client director model?
21:54 Launching the sales strategy in the first quarter: kickoff events
27:55 Monthly operation reviews to stay in sync
30:04 The quarterly business review
33:14 2-3 things you can do immediately to set yourself up for success
35:32 Wrap up


SBI TV Summary:
Greg Alexander and his special guest, Amy Slater, SVP of worldwide sales operations at Rovi Corporation, discuss how to develop and execute a strategic planning process. Greg shares how the average company typically does this, while Amy discloses how Rovi handles this process differently.

We discuss best practices, such as how to translate corporate goals, including revenue and EBITDA targets, to sales objectives and how to determine the best numbers of reps, managers and directors required. We also talk about how to properly launch a sales strategy in the first quarter with kickoff events and how monthly operation reviews help keep the teams in sync.

Lastly, we leave viewers with two to three things they can do immediately to set themselves up for success in 2016 with strategic planning and sales operations.


Ready to Make Your Number?
If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/conta....