Simple but effective strategic framework for planning sales and marketing. This top-down approach assumes the business goals have already been defined but now it's time to figure out what's needed to achieve them.

1. 5-Step Planning Process
for Sales and Marketing
Randy Fougere
President
Think2Grow Consulting
December 10th 2013

2. Framework Overview
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Assume the Business Goals have been defined for this model
Top-down approach that gets increasingly granular
Needs to be adaptive because plans do change
Disciplined governance is the key to ensuring success
Expertise | Focus | Perspective

3. Strategic Planning Process
Business Goals
Strategic Components
Supporting Initiatives
Actions and Tasks
Disciplined Governance
Planning Framework
Supporting Initiatives
Expertise | Focus | Perspective
Strategic Components
Detailed Action Plans
Disciplined Governance

4. Strategic Components
• Main categories or themes that align with the Business Goals
• Example below is for a software start-up
Expertise | Focus | Perspective

5. Supporting Initiatives
• The Supporting Initiatives feed into and align with Strategic Components
• Part of the process is picking the ones that will have the most impact
Expertise | Focus | Perspective

6. Actions and Tasks
• The what, when, and who part of the process
• Detailed planning is needed for more complex Supporting Initiatives
Expertise | Focus | Perspective

7. Disciplined Governance
• The plan must be managed with a disciplined governance model
• Daily huddles, plus a detailed weekly meeting are recommended
Expertise | Focus | Perspective

8. If you found this useful and would like to build your own Strategic
Components and Supporting Initiatives using my template, simply fill
out the contact form on my website, put a brief note in the comments
field and I will email it to you. http://think2grow.com/contact.html
If you need help or direction working through the planning process, or
any specific Supporting Initiatives, I’d be happy to assist there as well.