As a sales leader, driving the execution of your sales team is critical. It requires discipline, and the ability to manage your team in the long term. SBI recently interviewed Scott Tapp, the executive vice president of global sales, marketing and field operations at PGi about this topic. Watch as Scott discusses the critical disciplines of sales strategy execution.

 

Scott will start the show by discussing how he cascades the corporate level objectives into field objectives. He speaks about the importance of alignment and clear communication with the field to ensure his sales strategy is being executed.

 

Next, he’ll discuss tracking daily progress and driving daily behavior. How does he report on KPIs? And how are his sales managers driving their rep’s activity? He’ll touch on meeting cadence as well. He’ll explain what’s discussed weekly, monthly, and quarterly with his sales team. He’ll wrap up the show by discussing strategy planning. How does he develop both his annual operating plan, and his multi-year strategy?

 

Connecting your sales strategy to execution is the key to achieving your revenue growth goal. Watch as Scott walks our audience through the steps to take to ensure sales execution. He will demonstrate emerging best practices to use to achieve both alignment and execution across the organization. If, after watching, you need more help, download our 10th annual workbook. How to Make Your Number in 2017 is your road map to blending strategy and execution masterfully year after year.

 

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
Learn more about Greg Alexander >

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

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