Defining alignment and its importance to the company’s successful implementation of the strategy.

1. Welcome to
Alignment – of your Strategy – with
your Staff – to the Market!
Presented by
The Sales Matrix, Inc.
The Webinar Will Begin Shortly

2. Alignment – of your Strategy – with
your Staff – to the Market!
Format of the webinar
1. Smaller group allows for more interaction so please feel free to
‘raise your hand’ or ‘instant message’ me in the participants panel
so that I can un-mute and call on you.
2. If you are in a noisy area please put your phone on mute by pressing
*6.

3. Agenda
• Defining alignment and its importance to the
company’s successful implementation of the strategy.
• The key steps to aligning the strategy with the staff to
the market:
– Communicate the goal
– Share the data
– Seek input and incorporate that input into the sales strategy
– Empower - assign teams and task the work
– Direct and inspect the rollout of the final sales strategy
• Q&A

4. Defining alignment and its importance to the
company’s successful implementation of the strategy
Alignment is defined as a state of agreement or cooperation
among persons, groups, nations, etc., with a common cause or
viewpoint.
Without alignment, your sales strategy will limp along through a
series of successes or failures (best case scenario), or fail
completely (worst case scenario).

5. Communicate the goal
The owner and leadership team presenting the justification on the
importance of the strategy and what it means to each staff member,
not just the corporation overall.
By way of example of the importance of communication, recall
the case study of the company moving from automotive to medical…
The lack of communication caused misalignment and critical
components needed for success of this strategy were missing – but
this could have been avoided.

6. Share the data
Since most people are skeptical of and averse to change, it is
important to back up your message with data. Many business owners
are opposed to this, but the benefits far outweigh the risks.
Open your books (in summary form) and show your staff how the
market has changed, why, and its impact on them at an employee
level.
Then share the data you’ve obtained in your sales strategy
development showing the potential of the strategy and how, if that
potential is realized, it could impact them at the employee level.

7. Seek input and incorporate that input into the sales
strategy
Ask for your team’s thoughts on the goal and the data. Not only
might you gain insight, but you have now involved them in the
rationale for the change and therefore increased the likelihood
of buy-in and alignment.
Ultimately it is up to you how you incorporate their feedback,
but it is critically important to share your reasoning with them so
they know that at least they are being heard.

8. Empower - assign teams and task the work
While you are responsible for the ultimate decision relative to
the strategy components – it’s your team that is charged with
executing it!
Based on the input you receive and/or your team’s reaction to
the goal and the data, it is crucial to hand them the ball now and
allow them to immerse themselves in the steps to attaining the
goal. This will further entrench them in the reason for the sales
strategy and the steps needed to execute the strategy once it is
rolled out.

9. Direct and inspect the rollout of the final sales
strategy
After the sales strategy has been finalized and documented, it is
time for rollout. It is important that you – the leader of the new
sales strategy – direct and inspect the successful execution of
the strategy.
Strategies must be somewhat fluid based on new information.
Data should be the only thing considered – not gut or feelings.
Therefore, adjust accordingly to changing circumstances and
data and remember…
“repeat treatment as necessary”

10. Coming soon to theaters near you…
In December’s meeting we’re going to tackle the subject of…
Ongoing Measurement of the Success of Your Strategy and
When and How to Adjust Your Strategy

11. Q&A
Questions?
For more information or to just chat feel free to contact me
directly at brian@thesalesmatrix.com
Thank you for attending and participating and I look forward to
working with all of you again soon.

12. Alignment – of your Strategy – with
your Staff – to the Market!
Presented by
The Sales Matrix, Inc.