Strategic Alignment from the CEO to the Customer

This week on the SBI Sales and Marketing podcast, we spoke with Brian Walker, CEO of Herman Miller about finding and sustaining strategic alignment from the CEO’s chair all the way to the customer.

In our first segment, Brian discusses some steps he’s taken to drive sales strategy from his role as CEO. The beginning of the processes includes annually narrowing down a set of four to five business strategies presented to the company to see all the way through. From there, each will be outlined in a detailed one-page document in order to understand the situational analysis of the project you’ve decided to take on in order to achieve overall business alignment.

Next, Brian shares what has helped him run a strategy where strategic alignment exists along the product and sales team, and the role the CEO plays in keeping the product team, the marketing department and the operations group aligned.

In our last segment, we ask Brian to send us off with some advice from his approach to leading a sales team as a CEO.