If so, click here and listen to this podcast. It is an interview with Spencer Hodson, the Vice President of Sales and Channel Strategy at Harmonic, the $400 million leader in digital video infrastructure. This is the company that lets you watch stunning video on any device.
During this interview, Spencer discusses how to:
- Set quotas by customer market segment, customer type, product category and sales team.
- Drive adoption of the sales methodology.
- Design the org chart and determine the head count number.
- Staff the sales ops and sales enablement team.
Spencer and I use SBI’s recently released workbook titled, “How to Make Your Number in 2016” to guide our conversation. Specifically, pages 155-192 which dives into SBI’s 5 Step Sales Strategy Methodology.
I walk Spencer through the model, and he explains how he uses his version of it at his 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, I let you know how to get it.
If you want to develop a best-in-class sales strategy, click here and hear how one of your peers has done so.