Getting Ready For 2016 Strategy Planning


Now is the time to fix that, and there’s no time to waste.


In compiling this year’s research report, we discovered that top-producing organizations systematize revenue growth according to a specific, six-step process.


This process is called Strategic Alignment. To ensure your company’s strategies are effectively aligned, download the report here.


What is Strategic Alignment? It’s the proven way to align your company’s teams most efficiently so that they feed a common goal: making the number.


All of our research points to the fact that companies can no longer afford to launch individual initiatives, hoping they will somehow align themselves. Rather, they must be set up to follow a strategic hierarchy of events.



Companies can no longer afford to launch individual initiatives, hoping they will somehow align themselves. That hierarchy flows like this:


Market Research + Corporate Strategy + Product Strategy + Marketing Strategy + Sales Strategy + Talent Strategy = Revenue Growth


In order to make your number, your strategies must not only include each of these six phases, but also be aligned in this order.


For a more practical understanding of how to achieve Strategic Alignment, let’s unpack what needs to be accomplished in each phase:


  1. Market Research:Understand the market, accounts, buyers and users. This ensures the strategy is differentiated from the competition in the eyes of the marketplace.
  2. Corporate Strategy:Allocate the company’s people, money and time towards the overall goal of profitable growth.
  3. Product Strategy:Launch products and services to the marketplace that solve market problems and are aligned with the Corporate Strategy.
  4. Marketing Strategy:Drive demand in the marketplace for the company’s products and services.
  5. Sales Strategy:Turn market demand into revenue by selling the company’s products and services to target buyers.
  6. Talent Strategy:Build a team capable of defining and executing each of the functional strategies.


Following these six steps will enable any organization to improve its organic revenue growth. And, in turn, each team will become much better at prioritizing its allocation of resources.


There are countless examples of misalignment. For instance, Marketing cannot be focused on generating new logo leads while Sales is focused on improving share of wallet with existing customers. And new products cannot be released while Sales is focused on selling existing offerings.


The good news is there is only one proven example of proper alignment—at least according to the top 10 percent of teams reporting outstanding performance this year.


You know what’s on the line when it comes to making your number in 2016. And now you know the most effective way to make it happen.


To ensure you have all the tools to strategically align your organization, download this year’s research report right here.


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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