President of Sales demonstrates how to leverage the top sales strategies of CEOs to drive revenue growth and run a consistently profitable company.

Rob Hornish - Polycom - President of Americas Sales

 

Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and I are going to unpack the three biggest issues on the CEO’s growth agenda.

 

SBI’s Revenue Growth Diagnostic gathers inputs from thousands of B2B sales organizations, and we pulled the research from CEOs who have taken the assessment. Today we are going to demonstrate the top 3 self-reported sales strategy priorities of CEOs. What we have seen in the data is that CEOs are consistently reporting that their top 3 priorities in the Sales Strategy are Market Planning, Account Planning, and Prospecting. Rob is going to demonstrate how the sales function executes against these 3 CEO priorities for the sales force.

 

Rob answers questions from the How to Make Your Number in 2018 Workbook in the Sales Strategy section found on page 342.

 

Why this topic? Sales drive revenue growth, and with such stiff competition, CEOs need a bullet proof sales strategy in order to make their number. Of course, the key to the success of your sales strategy is prioritization. Your sales strategy will impact revenue growth if Market Planning, Account Planning, and Prospecting are prioritized and properly executed.

 

Watch as Rob describes the 3 highest sales strategy priorities to develop an indestructible sales strategy that drives revenue growth for your company.

 

Rob shares, “At the end of the day, it’s about revenue. And I have to tell you, between the programs we’re putting together in the channel, what we worked on with our distribution partners, and, most importantly, how we’ve segmented the sales force, we’ve been very, very successful. Definitely more so than we’ve ever been in the past.”

 

Do you have the right sales strategies to support your revenue growth goals? Here is a tool that will help you discern whether or not you have a chance to make your number. Take the Revenue Growth Diagnostic interactive tool to test and rate your Sales Strategy against SBI’s emerging best practices.

 

ABOUT THE AUTHOR

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 joining SBI in 2009, Matt spent eleven years leading sales and marketing team 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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