Sun, 4 October 2015
Welcome to the SBI Sales and Marketing podcast. Today, we're joined by Amy Slater to discuss a new way to look at your annual strategic planning process.
During this interview, we discuss with Amy how to translate high level corporate goals, such as revenue and EBITDA targets, into sales operations oriented goals, such as quota, sales forecasting, head count numbers, territories, sales planning, and comp plans.
We use SBI’s recently released workbook titled “How to Make Your Number in 2016” to guide our conversation. Specifically, pages 217-220 which deals with the annual strategic planning process. This Q3 to Q2 “meeting rhythm” lays out how to integrate weekly, monthly, quarterly, and annual meeting cadence to execute strategic planning as a sales ops professional. As a sales ops leader implements this process a wonderful thing happens - you get your life back. Gone are the days of frantically responding to urgent requests from random executives looking for data.
We walk Amy through the model, and she explains how she uses her version of it at her company. The benefit to you all is you get to see a “demo”, if you will, on how to use this tool. At the end of this show, if you want to use the SBI Workbook yourself, we let you know how to get it.
If you want to flawlessly execute the annual strategic planning process, listen and hear how one of your peers has done so.
Of course, understanding the annual strategic planning process is just one small part of hitting your number year after year. For more weekly sales and marketing insights like this, subscribe and leave us a review! Your feedback will help us improve our show and continue to bring you content that keeps you at the top of your game.