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- 2. Critical Success Factors Agreementbetween Marketing and Sales Definitions: leads, SAL, process, metrics and SLA,ICP Team Building SPIFF Program/MVP/Team outings/Lunch/ Compensation Model In line with Sales objective’s simple to scale, manage and report .Recruitment and Retention Competitive Basic Salary and Variables Career Development Plans Training and Processes Strong Training Program Disciplined Process with SLA Communication Weekly/Monthly Management Reporting
- 3. First 60 Days Leaveno lead behind People: • Team training needs • Career & dev plans • 1 – 1 coaching Operations: • Comp plans/incentives • Closed loop process (SFDC) • Management reporting Growth • Team incentives • Quick wins 30 60 90 DAY PLAN Evaluation – Execution First 90 Days People: • Deliver career & dev plan • Ongoing training Operations: • Comp plan changes • Spiff programs • Target account framework Growth • 2017 Recruitment plan • Longer term wins Execute Plan First 30 Days People: • Past/current performance • Culture • Evaluate team (A/B/C Players) • GET ON THE PHONE Operations: • Metrics uses to define success • Alignment with stakeholders • Current state of business Growth • Quick wins Culture of Support
- 4. SDR Training andOn-Boarding Overview Product / Portfolio Prospecting Skills CRM, Tools & Processes SDR-Specific New Hire training • 1 week course (In-GEO) • Consists of 3 primary tracks – as listed below – PLUS standard new-hire orientation items • Conducted local to the SDR Team in classroom • Understanding Key Personas (CxO and Non-Execs • Researching prior to a call • Developing and delivering a successful opening statement • Good probing questions/pain • Identifying behavioral preference of a prospect • How to build rapport • How pitch, pace, and volume can positively impact a call • Social Media engagement • Differentiators: • System: Key Competitive differentiators • EFSS/Collaboration Landscape • IT Landscape • SFDC (for creating Oppty’s) • Creating & Using Tasks • Lead Status • Capturing Notes • Account Creation • Callout Campaigns • Passing Leads to Sales • Outlook • How they are measured
- 5. 05 Understand IT environment IdentifyValue Drivers Establish interest Schedule Meeting with Prospect and Sales rep Participate in scheduled Discovery meeting 4 How We Do It /Better/Proof Points Close for meeting Value Discovery 3 Tasks in SFDC (Email playbook) Follow Ups 2 Min 7 contacts per Account Prospect more than C Level Research contacts/company Prospecting Maximum of 50 Accounts per SDR at a time No Unqualified Accounts 1 Accounts SDR Target Account Framework Meetings 5
- 6. SDR Career Development Whitebelts Recognize Pain Yellow belts Define Requirements Green belts Evaluate Solutions Black belts Negotiate & Close Master Black belts Interview for Account Rep
- 7. 7 Day PlanJohnDoe 00-(1)-123456789 [email protected] My top prospects that I need to build my relationship withTOP 5 PRIORITIES FOR FIRST 30 DAYS 1 Understand performance objectives for the role Observe and learn the current systems from other team members Understand and get familiar with management reporting procedures and SOT Identify priority, tasks and work forwards completion Build a rapport with current team members and understand the organizational culture C SUPPLIERS MARKETING TEAM OPERATIONS HEAD CUSTOMERS 2 3 4 5 1 2 3 4 5
- 8. 7 Day PlanJohnDoe 00-(1)-123456789 [email protected] ACTIONs – By week • Familiarize myself with the range of products and understand the functionality of each solution offered. • Understand the selling channels and customer behavior from peers. ONE • Get familiar with statistical information such as – Number of customers, average spend per customer, key suppliers etc. • Meet the sales team and marketing team to understand the organizational goals and objectives. TWO • Understand the relationship management system. • Identify a list of potential customers and understand their requirements. • Set SMART goals for following 90 days – How can I achieve my monthly target? THREE • Collate sales and marketing material and prepare a sales presentation. • Visit customers with other peers to understand the requirements. • Call and email all the existing and potential customers. FOUR SEVENSIX • Collate sales and marketing material and prepare a sales presentation. • Visit customers with other peers to understand the requirements. • Call and email all the existing and potential customers. FIVE
- 9. SDR Cross FunctionalSupport External Support Internal Support
- 10. Why do welose deals?
- 11. Social Selling 11 Use theseproviders to gather and enrich data, reach out, and view reporting and analytics
- 12. First 60 daysFirst 90 days Define your customer journey Design your engagement model Implement an early warning system Create execute dashboards Build the right team and specialize First 30 days Get visibility into your customer base Learn more about your team Learn more about your customers Set a Baseline Define an Action Plan Roll out Customer Success programs Make assumptions, measure, and analyze Build Scalable Programs 30 60 90 DAY PLAN Enter your sub headline here
- 13. 60 Day Plan 30Day Plan 90 Day Plan Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. 30 60 90 DAY PLAN Enter your sub headline here
- 14. Meeting in Territory Workingtop 20 Accounts Secondary Accounts Continue Pipeline Build Company Orientation Training Review Strategic Plan Goals Begin Tactical Plan Generate pipeline 3x quota Refine Daily Tactics Begin to establish long term sales plan Manager Review 30 Day Plan 60 Day Plan 90 Day Plan 30 60 90 DAY PLAN Overview of 30 60 90 Day Plan
- 15. Month 1 • Observeto understand • Leverage strengths • Correct obviously broken elements • Do No Harm! • Begin Opportunity Assessment Month 2 • Introduce Standard Month Sales Calendar • Report results • Focus on Forecasting, Results • Constructive feedback and direction • Continue Opportunity Assessment Month 3 • Standard Monthly Sales Calendar • Fine-tuning as needed • Conclude and report assessment findings • Define remainder of year plan • Confirm plan viability, launch • Introduce changes as appropriate: • Roles • Responsibilities • Expectations 30 60 90 DAY PLAN 90 Day Plan
- 16. 30-DAY LAYAWAY PLAN • Sample textgoes here, replace with your text. • Sample text goes here. • Sample text goes here, replace with your text. • Sample text goes here. 60-DAY LAYAWAY PLAN • Sample text goes here, replace with your text. • Sample text goes here. 90-DAY LAYAWAY PLAN SAMPLE PAYMENT SCHEDULE DUE DATE AMOUNT 30% or 50% DP May 1, 2015 $ X,XXX.00 2nd payment May 15, 2015 $ X,XXX.00 3rd payment May 31, 2015 $ X,XXX.00 SAMPLE PAYMENT SCHEDULE DUE DATE AMOUNT 30% or 50% DP May 1, 2015 $ X,XXX.00 2nd payment May 15, 2015 $ X,XXX.00 3rd payment May 31, 2015 $ X,XXX.00 4th payment June 15, 2015 $ X,XXX.00 5th payment June 30,2015 $ X,XXX.00 SAMPLE PAYMENT SCHEDULE DUE DATE AMOUNT 30% or 50% DP May 1, 2015 $ X,XXX.00 2nd payment May 15, 2015 $ X,XXX.00 3rd payment May 31, 2015 $ X,XXX.00 4th payment June 15, 2015 $ X,XXX.00 5th payment June 30,2015 $ X,XXX.00 6th payment July 15, 2015 $ X,XXX.00 7th payment July 31, 2015 $ X,XXX.00 30 60 90 DAY PLAN Enter your sub headline here
- 17. 30 Day PlanPaulGolding – OBR 00-(1)-123456789 [email protected] My top stakeholders that I need to build my relationship with ACTIONs – By week TOP 5 PRIORITIES FOR FIRST 30 DAYS 1 2 3 4 5 Understand performance objectives for the role Observe and learn the current systems from other team members Understand and get familiar with management reporting procedures and SOT Identify priority, tasks and work forwards completion Build a rapport with current team members and understand the organizational culture 1 2 3 4 5 ACCOUNT MANAGER SUPPLIERS MARKETING TEAM OPERATIONS HEAD CUSTOMERS • Familiarize myself with the range of products and understand the functionality of each solution offered. • Understand the selling channels and customer behavior from peers. • Get familiar with statistical information such as – Number of customers, average spend per customer, key suppliers etc. • Meet the sales team and marketing team to understand the organizational goals and objectives. • Understand the relationship management system. • Identify a list of potential customers and understand their requirements. • Set SMART goals for following 90 days – How can I achieve my monthly target? • Collate sales and marketing material and prepare a sales presentation. • Visit customers with other peers to understand the requirements. • Call and email all the existing and potential customers. 1 2 3 4 30 60 90 DAY PLAN Enter your sub headline here
- 18. PLAN BUILD DEPLOY ScopeDefinition 30- 60-90 Day plan Team assignment Workshops Best practices Configuration Communications Deploy Adopt 30 60 90 DAY PLAN Enter your sub headline here
- 19. 30 days 60 days 90 days Identify quick winsand optimize processes Plan where to make savings for mid and long-term benefits Reduce costs by implementing strategies that support growth 30 60 90 DAY PLAN Enter your sub headline here
- 20. What are youractions – next 90 days? Element Comments Actions 1. Structure • ADD PAGES: Based on site stats (keywords), are there any additional pages to be added about specific content? • Review collect content & update 2. Content • COPY: Review content – what pages don’t have a high time on page? Should the content be updated? • VIDEO: Look to get video on the website (surgeon, intro to the clinic) • Review, collect images, video & other content then update 3. Design • NAVIGATION: Look at refreshing the navigation – if it is left hand nav, look to move it to the top of the page (horizontal). • CTAs: Update the CTAs on each page to see if they are working • Review, create & update 4. Site statistics • REVIEW: Look at any changes from the past month (visitors, keywords, time on site, bounce rate), can anything be updated based on the stats (copy, pages) • Review what is working & what isn’t then update content 5. Search results • SEARCH: Do competitive searches to see where your clinic is appearing & what else is there – other clinics? How has it changed? • GOOGLE PLACES: Update with new clinic images (patient images), encourage reviews & monitor – continue this process on a monthly basis • Review & update Google places page 30 60 90 DAY PLAN Action plan for next 90 Days
- 21. Measure Results Organize PlanObsess Execute 90-Day Plan Cycle 30 6090 DAY PLAN Enter your sub headline here
- 22. Pre hire • Organizational expectations •Personal expectations First 90 days • Logistics • Understand the organization, role and team • Establish the foundations of personal credibility • Begin to shape the team and objectives (“the plan”) Post 90 days • Gain agreement to the Plan • Implement the plan 30 60 90 DAY PLAN Enter your sub headline here
- 23. First 30 DaysFirst 60 Days First 90 Days Process Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Products Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Tool s Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Industry Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. Sample text goes here, replace it with your own text. 30 60 90 DAY PLAN Enter your sub headline here
- 24. 30 Days 60Days 90 Days People Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. People Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. People Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. Process Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. Process Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. Process Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. Technology Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. Technology Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. Technology Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. Sample Headline Goes Here Sample text goes here, replace it with your own text. 30 60 90 DAY PLAN Enter your sub headline here
- 25. 30 60 90DAY PLAN 30, 60, 90 Day Work Plan Besides showing your new manager that you can plan and organize, having a 30/60/90-day plan helps you understand the job parameters. By defining what you’ll accomplish in those time frames, you will get a solid appreciation to the job requirements. By doing that, you’ll be able to expedite your learning curve and be a real contributor to your new position. Within first 30 Days • Integration into the Team • Establish performance goals and expectations with Manager • Trainings • Administrative tasks • Receive initial work assignments Within first 90 Days • Receive feedback from manager on performance to date and revisit onboarding plan • Initiate participation in special projects • Explore additional avenues for development Within first 60 Days • Review onboarding plan and obtain feedback from employee • Understanding the big picture (acquiring knowledge) • Integration into the broader Team & Cross Functional partners
- 26. 30 60 90DAY PLAN Measurement: The key success indicators for the 30, 60, 90 day plan Complete 5 customer interviews Complete stakeholder meetings Give a presentation on the market Pass product training exam Deliver an effective product demo Submit customer interview findings Complete all company training 30 Days - Understand Document 3 key processes Deliver existing program analysis Interview all team members Deliver 360 degree situation audit Publish and share analysis Benchmark with 3rd party data Document stack ranked priorities 60 Days - Assess Align on first change project Communicate objectives to team Publish change project plan Establish stakeholder cadence Develop KPI dashboard to measure Launch change program Review performance and adjust 90 Days - Optimize
- 27. 30 60 90DAY PLAN Enter your sub headline here • Determine things done well and what need to be improved • Revise process • Determine needs by probing for problems/pains and listening • Arrange presales call Sample Text Sample text goes here Contact & Qualify Leads 1 Address Remaining Concerns 4 Assess & Learn 8 Close Sale 5 Follow Up 7 Engage Consulting Team 6 Do Presales Call 2 Develop Proof of Concept Application 3
- 28. 30 60 90DAY PLAN Enter your sub headline here 90 Day Action plan
- 29. 30 60 90DAY PLAN 30/60/90 Days What to Do Planning Execution Execution Process • Theory • Mental preparation • Level 1 Detail • Meeting • Communicating • Level 2 Detail • Updating • More Specific • Level 3 Detail • Smooth Process • Review period • General learning • Plans & timelines • Preparing for the role • General overview • First introductions • Get to know sales team and other managers • Build plans and confirm with management • Set direction and expectation for the sales team • More detailed action plan • Further understanding regarding rep accounts • Begin territory reviews, training & direction • Regular one-on-one feedback • Discuss last month’s performance with each sales rep and appropriate next steps • Detailed territory reviews • Discuss individual plans, targets, and activities to date • Hold sales reps accountable for results to date • Congratulate and reprimand as required Day 0 Day 14 Day 30 Day 60 Day 90