Top-producing heads of sales master the playing field to reach their number.

How to Make Your Number in 2016 Workbook


Your sales strategy sets direction with an operational plan to achieve revenue growth objectives. It also determines which sales programs you will invest in to accelerate sales efforts, and which programs you will forgo. Evaluate if your sales strategy is a problem, download our 10th annual workbook, How to Make Your Number in 2017. Turn to page 260 of the PDF.


If you are not exceeding your revenue growth goals every year, there’s a good chance your sales strategy needs some retooling. The following questions help determine whether you’re setting your team up to make, or miss, its number in 2017:


  • Competitive standing: Are your competitors or your industry growing faster than you?
  • Prospecting: Are you lacking enough opportunities in the pipeline?
  • Sales process: Are your deal sizes stagnant, and sales cycles lengthy?


If you are contending with any or all of the preceding issues, begin by framing the situation correctly. Challenge your current assumptions. And compare yourself to sales leaders who achieve aggressive revenue growth goals without fail. What are they doing differently? Contemplate breaking your large sales strategy problem down into smaller, easier-to-solve chunks. Last but not least, get an outsider’s opinion. You may be too close to the situation to be objective.


In addition, you might consider exploring our 10th annual workbook, which codifies emerging best practices from elite sales and marketing executives. Discover how the world’s top sales and marketing leaders meet aggressive revenue growth goals using the management methodology in our 10th annual workbook, How to Make Your Number in 2017 … and Every Year Thereafter.



Make Your Number in 2017 - Special Strategic Planning Issue

Discover how a successful Revenue Growth Methodology will see increased productivity and higher standards in your organization using our 10th annual workbook.


John Staples

Leads teams of highly qualified experts, all relentless in their pursuit of helping you make your number.

John is the global leader of SBI’s account management business unit. As such, he and his team help clients across 19 verticals drive top line growth and operational efficiency in sales and marketing.


John’s marketing, sales and product expertise span a multichannel strategic approach. He has an unyielding focus on strategic and key account development, which enables strategic alignment between all functional team members in order to reduce acquisition cost and increase lifetime value.


His broad experience in sales, marketing, product and engineering allows him to bring a unique problem solving approach to his team and clients. As he has discovered through decades of experience, clients are often distracted by the symptoms of a larger problem and overlook the root cause of it.


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