Strategic Planning & Execution
PROGRAM OVERVIEW
· This two-day workshop is designed to equip Globe Telecom B2B Sales Managers with the strategic thinking and execution skills needed to assess their current business environment, identify critical performance gaps, establish strategic priorities, and translate those priorities into measurable objectives, initiatives, and actionable execution plans.
· The program follows a structured Strategic Planning Model that moves from Assessment → Gap Analysis → Strategic Direction → Objectives → Measures & Targets → Initiatives → Action Plans → Execution → Performance Review and Corrective Action.
· Participants will learn how to connect strategic priorities with actual B2B sales execution, ensuring that plans are translated into specific actions, assigned responsibilities, measurable outcomes, timelines, and resource requirements.
Duration: 2 days / 8 hours
Delivery Method: Classroom-based, Virtual Instructor Led Training
LEARNING OBJECTIVES
At the end of the program, participants will be able to:
· Explain the purpose and value of strategic planning in driving business performance and organizational alignment.
· Apply a structured strategic planning process to identify where the B2B sales organization is now, where it needs to be, and how to close the gap.
· Conduct an environmental and situational assessment using SWOT Analysis, including internal strengths and weaknesses and external opportunities and threats.
· Establish a clear baseline and assess current business performance, customer relationships, resources, capabilities, and operating environment.
· Identify and prioritize critical strategic issues and performance gaps that require management attention.
· Translate business priorities into clear strategic goals that support the organization's mission, vision, and desired future state.
· Develop specific, measurable, realistic, and actionable objectives that support strategic goals.
· Establish appropriate measures, targets, and standards of performance to determine whether strategic objectives are being achieved.
· Translate strategic objectives into relevant initiatives and practical action plans.
· Define the Who, What, How, Where, and When of strategic execution, including responsibilities, timelines, resources, milestones, and expected deliverables.
· Develop action plans that connect strategic priorities to day-to-day B2B sales execution.
· Establish appropriate performance measures and milestones for monitoring strategic execution.
· Analyze progress against targets and identify when corrective actions or revisions to plans are required.
· Align resources, including people, time, budget, and other requirements, with strategic initiatives and action plans.
· Develop a practical strategic execution roadmap that can be applied within their B2B sales organization.
PROPOSED COURSE OUTLINE
Day 1 – Strategic Assessment & Strategic Direction
· Module 1: Understanding Strategic Planning
o What is Strategic Planning?
o Why Strategic Planning Matters
o Strategic Planning vs. Short-Term/Operational Thinking
o Connecting Strategic Planning to Business Performance
o Strategic Planning as a Common Organizational Game Plan
o Fundamental Questions:
§ Where are we now?
§ Where do we need to be?
§ How will we close the gap?
§ How will we monitor our progress?
· Module 2: The Strategic Planning Mode
o Overview of the Strategic Planning Process
o Environmental Scan
o Assessment
o Gap Analysis
o Strategic Direction
o Strategic Plan Development
o Execution and Performance Tracking
o Review and Corrective Action
· Module 3: Environmental & Situational Assessment
o Understanding the External Environment
o Marketplace and Competitor Analysis
o Customer and Social Trends
o Technology and Regulatory Considerations
o Internal Organizational Assessment
o Resources, People, Culture, Systems, and Capabilities
o Identifying Significant Business Issues
· Module 4: SWOT Analysis for B2B Sales
o Strengths
o Weaknesses
o Opportunities
o Threats
o Internal vs. External Factors
o Identifying Core Competencies
o Recognizing Growth Opportunities
o Assessing External Threats
o Making SWOT Analysis Analytical and Specific
· Workshop: B2B Sales SWOT Analysis
· Module 5: Baseline & Gap Analysis
o Establishing the Organizational Baseline
o Organizational Profile
o Customers and Business Relationships
o Products and Services
o Financial and Operational Performance
o Human Capital and Capabilities
o Identifying Current Performance
o Defining the Desired Future State
o Determining the Strategic Gap
· Workshop: Current State vs. Desired Future State
Day 2 – Strategic Objectives, Execution & Performance Management
· Module 6: Developing Strategic Goals & Objectives
o Mission and Vision
o Guiding Principles and Values
o Developing Strategic Goals
o Prioritizing Critical Goals
o Connecting Goals to Strategic Analysis and Performance Gaps
o Goals vs. Objectives
o Characteristics of Effective Objectives
o Ownership and Accountability
· Workshop: Develop Strategic Goals and Objectives for a B2B Sales Scenario
· Module 7: Measures, Targets & Strategic Initiatives
o Establishing Measures of Success
o Setting Targets and Standards of Performance
o Connecting Objectives to Measures
o Identifying Strategic Initiatives
o Defining What Must Be Achieved for Success
o Connecting Initiatives to Strategic Objectives
· Module 8: From Strategy to Action Plans
o What is an Action Plan?
o Translating Initiatives into Specific Actions
o Defining:
§ Who is responsible?
§ What needs to be done?
§ How will it be done?
§ Where will actions take place?
§ When will actions be completed?
o Roles and Responsibilities
o Timelines and Milestones
o Required Resources
o Deliverables and Expected Results
o In-process Measures
· Workshop: Build a B2B Sales Strategic Action Plan
· Module 9: Strategic Execution & Performance Monitoring
o Executing Strategic Initiatives
o Coordinating with Operating Teams
o Assigning Accountability
o Developing Working Plans and Schedules
o Resource Allocation
o Monitoring Progress Against Milestones
o Measuring Short-Term Outcomes
o Leading and Lagging Measures
o Performance Tracking
· Module 10: Strategic Review & Corrective Action
o Establishing a Regular Review Cycle
o Analyzing Performance Trends
o Comparing Actual Results Against Targets
o Identifying Performance Issues
o Taking Corrective Action
o Revising Action Plans
o Revising Operating Plans and Strategic Plans When Necessary
o Maintaining Flexibility in a Dynamic Business Environment
o Recognizing and Reinforcing Good Performance
· Module 11: Strategic Execution Simulation
o Participants will apply the complete strategic planning process to a B2B sales business case:
§ Assessment → SWOT → Gap Analysis → Goals → Objectives → Measures → Targets → Initiatives → Action Plans → Execution → Performance Review
o Teams will present their strategic plan and receive feedback on the clarity of their objectives, alignment of measures and targets, feasibility of initiatives, accountability, and execution plans.
KEY WORKSHOP ACTIVITIES
· Environmental Scan Exercise
· B2B Sales SWOT Analysis
· Organizational Baseline Assessment
· Strategic Gap Analysis
· Goal Development Workshop
· SMART/Measurable Objective Development
· Measures and Target-Setting Exercise
· Strategic Initiative Mapping
· Action Planning Workshop
· Strategic Execution Simulation
· Performance Review and Corrective Action Exercise
EXPECTED OUTCOMES
At the end of the workshop, participants will have a practical framework for moving from strategy to execution:
· Assess → Identify Gaps → Set Direction → Define Goals → Set Objectives → Measure → Set Targets → Develop Initiatives → Build Action Plans → Execute → Monitor → Correct
· The workshop will enable B2B Sales Managers to translate strategic priorities into actionable sales initiatives, establish clear accountability, measure progress, and make informed adjustments based on actual business performance.
· The strategic planning model emphasizes integrating the components from Vision → Mission → Goals → Objectives → Measures → Targets → Initiatives → Action Plans → Budgets, ensuring that strategic planning is ultimately connected to execution and business results.
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