podcast | October 5, 2015
Case Study: The Annual Strategic Planning Process As Seen From the Desk of Sales Ops
If so, click here and listen to this podcast. It is an interview with Amy Slater, the Senior Vice President of Worldwide Sales Operations at Rovi Corporation, the company that provides the interactive guides on your television that let you find the shows you want to watch.
During this interview, Amy discussed how to translate high level corporate goals, such as revenue and EBITDA targets, into sales goals, such as quota, head count numbers, territories, and comp plans.
Amy and I use SBI’s recently released workbook titled, “How to Make Your Number in 2016” to guide our conversation. Specifically, pages 217-220 which deal with the annual strategic planning process. This Q3 to Q2 “meeting rhythm” lays out how to integrate a weekly, monthly, quarterly, and annual meeting cadence to execute strategic planning. 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 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, click here and hear how one of your peers has done so.