Josh Horstmann, a Senior Partner at SBI, joins us on today's show to share an action plan and timeline for executive teams.

Over the last week, we have seen the effects of the COVID-19 pandemic on the market, businesses, and communities. During these unpredictable times, one thing is certain; we cannot control these events, but we can control how we react.

 

In today’s interview, we are joined by Josh Horstmann, Senior Partner at SBI, to discuss how to adapt to the new normal. Josh shares a 7-step action plan and timeline to help executive teams mitigate business impact during the crisis.

 

Click here for the podcast version of this interview.

 

Phase 1: Adjusting to a COVID-19 World

 

Step 1: Communicating your new normal. minute 4:21

Step 2: Uniting your community. minute 5:45

Step 3: Selling through social distancing. minute 7:22

 

Phase 2: Mitigating Revenue Impact

 

Step 4: Managing deal triage to keep the lights on. minute 8:55

Step 5: Revising your GTM strategy given what you’ve learned. minute 10:03

Step 6: Reevaluating channel mix and coverage for your sales reps. minute 11:39

Step 7: Aligning metrics and incentives to the new GTM plan. minute 13:03

 

Skip to minute 14:13 to hear Josh’s advice on how to best overcome a global crisis:

 

“When you panic, you make bad decisions… pull together the leadership team, over-communicate to your sales teams. Make sure that they’re having the right tools in place, and then as you think about go-forward strategy, it’s all around having a plan… and then more importantly, adapt as you think about the buyers and how they’re changing their behaviors. Everyone can get through this. It’s just a matter of how fast you get through it. And on the other side, I think there’s going to be great rewards for those folks who followed it.”

 

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ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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