Sales Strategy: Keeping the Sales Team Focused

This week on the SBI Sales and Marketing podcast, we spoke with Paula Shannon, the chief sales officer and executive vice president of Lionbridge Technologies, about how to keep your team invested in a sales strategy as the year progresses.

In our first segment, Paula shares what she feels is the right level of detail that a sales leaders should be requesting from their direct reports to gauge execution. A part of Paula’s company sales strategy consists of a weekly, monthly, and quarterly cadence of strategic reporting on sales strategy and a lot of focus on the details of day-to-day sales pipeline management.

Next, Paula discusses how she keeps her CEO, CFO and the whole team on board throughout the year by executing a strategic sales strategy. Paula explains how she believes proof lies in the data and how she and her team focus on studying the historic data available to them to identify trends that later translate to a sales forecasting strategy.

In our final segment, Paula helps us understand the delicate balance that lies in being both customer focused and company focused when change arises.