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