1. SXPEG, October 16, 2009 Mike Bross The Role of the Sales Exec in the Strategic Planning Process

2. “Plans are nothing; planning is everything” -Dwight D. Eisenhower

3. Annual Individual Goals Annual Team Goals Annual Company Goals STRATEGIC PLAN (multi- year) “Achievement Letter” Company Business Strategy Values, Mission, Vision Variable Set

4. Strat Plan Basics Questions "What do we do?" "For whom do we do it?" "How do we excel to beat or avoid competition?“ Analysis SWOT analysis (Strengths, Weaknesses, Opportunities, Threats ) PEST analysis (Political, Economic, Social, and Technological analysis) EPISTEL (Environment, Political, Informatic, Social, Tech., Economic, Legal) Template Vision, Mission, Values Strategy Goals Budget Action

5. Strong Plan Parameters

6. Sales Exec Role “Own” Voice of Customer (the buyer) Competition Close up view of Opportunities Velocity/timing Revenue Plan (Margin as well?) “Consult” Business strategy Brand direction Operational strategies Investment strategy/Personnel Integration with Marketing/Operations/Finance

7. Mike Bross Executive Vice President Pacific Market International (PMI) 2401 Elliott Ave, 4 th Floor Seattle, WA 98121 206-256-1208 206-321-3223 “The reason that everybody likes planning is that nobody has to do anything” -Jerry Brown