sxpeg, october 16, 2009 mike bross the role of the sales exec in the strategic planning process

SXPEG, October 16, 2009Mike Bross

The Role of the Sales Exec in the Strategic Planning Process

“Plans are nothing; planning is everything”

-Dwight D. Eisenhower

Annual Individual Goals

Annual Team Goals

Annual Company Goals

STRATEGIC PLAN (multi-year)“Achievement Letter”

Company Business Strategy

Values, Mission, Vision

Variable

Set

Strat Plan Basics

Questions• "What do we do?" • "For whom do we do it?" • "How do we excel to beat or avoid competition?“

Analysis• SWOT analysis (Strengths, Weaknesses, Opportunities,

Threats ) • PEST analysis (Political, Economic, Social, and Technological

analysis) • EPISTEL (Environment, Political, Informatic, Social, Tech.,

Economic, Legal)

Template• Vision, Mission, Values• Strategy• Goals • Budget• Action

Strong

Plan Parameters

Sales Exec Role

• “Own”

•Voice of Customer (the buyer)• Competition• Close up view of Opportunities• Velocity/timing• Revenue Plan (Margin as well?)

• “Consult”• Business strategy• Brand direction• Operational strategies• Investment strategy/Personnel• Integration with Marketing/Operations/Finance

Mike BrossExecutive Vice PresidentPacific Market International (PMI)2401 Elliott Ave, 4th FloorSeattle, WA 98121206-256-1208206-321-3223

“The reason that everybody likes

planning is that nobody has to do anything”

-Jerry Brown