30 60 90 day plan

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30 60 90 day plan example from Emerald Technology

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30 60 90 day plan

  1. 1. Emerald Technology Where people and technology click
  2. 2. Your Next “Key Hire” EMEA +44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com
  3. 3. Why me • Experience, Background & Credibility in Market – W, X, Y, Y – All Enterprise • Varied Sales Leadership Positions but remains a “Direct Sales Professional • Passionate about making a difference & Culture Fit • I mitigate Risk – Self Sufficient, Resourceful, I know what works & make informed decisions & results driven • Well Connected – Enterprise Customers, Eco System • Strong Leadership & Discipline around pipeline, deal reviews & forecast accuracy • Big Impact – Small Investment +44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com
  4. 4. Observations • Company X can have the same disruptive impact as Company Y had to compute virtualization in data centers. • Whilst smart/game changing technology is key, this is CxO level conversation and requires sponsorship. • EMEA business is strong & interest levels high but execution, repeatable Enterprise wins are imperative. • Hired well, not classic storage sales reps but EMEA Team of 10 require day to day leadership, Coaching & Development • Appointment of Enterprise Sales Lead now will accelerate growth and build solid foundation for future • Hiring the best talent early is proven – A Class leaders Hire A Class sellers +44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com
  5. 5. Running the Business • My Approach: – Maximize time with Customers/Prospects – 80/20 Rule – Weekly Pipeline/Forecast calls with sellers – Rolled up to X – Set/Maintain Clear Goals with Team & Review Weekly/Monthly • # of technical validations completed • # of CxO Level Business Case Proposals Submitted/Approved • # of early stage prospects 3X Quota base on ACV – Own Commercial & Contract execution with team to grow deal size & win new logo accounts – Bring best practice to the team – Accountability, Sales excellence, Mutual Respect – Performance Management – regular reviews & feedback 1:1 – Leverage “Special Forces” contacts to build pipeline & scale sales foot print – Support / Present Customer facing events/Demand Gen activities in EMEA – Always Hiring – Build Pipeline of future candidates & leverage my own network +44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com
  6. 6. 90 Day Plan – High Level 30 Days People – Connections - Priorities 60 Days Engagement - Analysis - Impact 90 Days Execution – Progress - Long Term Plan • On-Boarding / New Hire Setup completed • Learn/Practice/Deliver Corporate Presentation, Value Proposition Deck & Messaging. • 1:1s with Leadership Team – understand business priorities for FY15. • Meet 1:1 with my Team – understand Who they are, Development, Risks, Top Talent • Review Immediate opportunities for Q3/Q4 & Set weekly pipeline calls with team to review • Target 10 Customer/Partner meetings myself /Joint meetings with each Seller. • Set regular cadence for deal reviews with team • Understand sales reporting and sales methodology used and adhere to best practice • Take ownership of Enterprise KPIs for team and ensure goals are meet. • Weekly Check-Ins • Set time aside for Personal Development – Understanding wider business. • Target 15 customer meetings – Discovery/Pipeline Building/Early Prospects. • Refine/Review Pipeline for current quarter +3 quarters. • Review with team – Top 10 “MUST WIN” Deals & execute • Review/Develop Close Plans with Team 1:1 if not already in place. • Increase # of Technical Validations/POC and Business Case sign offs. • First monthly 1:1 with team to review performance/ development & support needed. • Understand & Input into Demand Gen activity for EMEA. • Follow up to previous months meetings and agree next actions. • Follow up meetings with wider stakeholders to gain support for my success • Identify 1-2 new case studies from previous wins that we can reference sell, build pipeline of customer evidence • Month 1 review – Are we on Track? • Set time aside for Personal Development – Understanding wider business. What questions do I still have? • Target 15 customer meetings – Follow up & New • Looking back do we have enough pipeline, conversion rate to POC – Refine, Increase & Maintain. • Weekly & Monthly cadence in place and working • Expectations set and being meet by me and my team. • Exceed/On Track Revenue Goals 1st quarter • Second 1:1 with my team, Flag and put corrective performance measures in place if required. • “Special Forces” Meetings with key stakeholders – How we scale • Hiring Plan for FY15 • Month 3 review * Not in priority order and will refine once I have joined, but provides an outline +44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com
  7. 7. Customer Impact • Sample Reference Customers • A -Mitsubishi - MR A - Executive Director, IT Strategy – ELA $1M Citrix Z – • MR Z Group CIO - ELA $2M VMware • Y – MR Y, Exec Director – ELAs at Both Citrix & VMware $1M+ • X – Outsource Home Office - Stafford Bond, CTO- ELA $.5M RES Software • Personal References • Mr X - VP Sales - Company x • Miss Y - VP Channels Company y • Mr Z – VP Channels – Company z +44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com

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