TSE 995: TSE Certified Sales Training Program- "Strategic Planning"

Strategic planning isn’t only for entrepreneurs: Shane Spiers says sales reps must know where they are headed and what the team’s common purpose is. Strategic planning helps sales reps work better as part of a team and achieve more. Originally from New Zealand, Shane now calls the UK home. It is where his career has grown to what it is today. His record is dominated by leading and scaling 7, 8 and 9-figure rapid growth companies, mostly in real estate, construction, and service-based businesses. Shane created Summit Leader to help 7-figure entrepreneurs scale with an 8-figure growth model. His focus is helping businesses scale from entrepreneurial to managed growth. [00:29] Approximately 96% of businesses earn less than $1 million in revenue. Of the 4% that make it past a million, only 10% make it to $10 million. With only .4% of businesses reaching the $10 million mark, Shane hopes to have an impact by producing more 8-figure businesses. [01:20] A COMMON GOAL As a business moves from entrepreneurial to managed growth, the management, leadership, and logistical challenges become quite different. The startup ways of working can hinder a business rather than advance it. Shane has been down the path many times before. He understands the importance of including sales reps in the process of strategic planning to grow a company. Whether you are a business owner, team leader, or part of a team, it is important to understand what the company stands for and what it believes in. It is important to know the common goal and your purpose in achieving it. A team without priorities, or with different views, cannot work well together. [02:23] STRATEGIC THINKING AND EXECUTION Before you can plan where you will be in the long term, you must make decisions about who you are and what you stand for. Decide how you will differentiate yourself from the competition. In the sales world, particularly, be very clear about who comprises your target market. Know who your ideal customers are, where they are, and what is important to them. It starts with upfront thinking. Know where you want to go and make a plan to get there. Establish your guiding principles first. Build your core. When businesses fail to clearly define their values, it trickles down into the sales force. [03:35] Think about your core as the provider of stability, power, and control that will support growth. Without a strong core, you risk instability from cultural challenges, loss of focus, disengagement, and a lack of heart. An organization or team that is weak will struggle. The core values are what you will do – and won’t do – to get what you want. They are the timeless, fundamental principles that define a company’s culture. It is the first step in strategic planning because it sets your purpose. It is the root of your business. Once you are clear about the Why of your company, you can work on the How. Where do you want to be in two, three or even ten years? What you do want to achieve? [05:50] A PART OF THE WHOLE No matter how large or small your role, you are contributing to the larger story. Consider the time when President Kennedy visited NASA and struck up a conversation with one of the janitors. When asked what he was doing, the janitor replied that he was helping to put a man on the moon. And he certainly was.   When your entire team embraces the attitude and