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First 100 days as Sales Director 'sample'

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High level first 100 days presentation constructed for a client.

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First 100 days as Sales Director 'sample'

  1. 1. Ian Lockwood My approach for the first 100 days in post as Sales Director, XXXXXXX
  2. 2. What is the first 100 days? • Is it about creating plans? • Is it about showing real potential? • Is it about change? • Is it about fresh ideas? • Is it about growth – revenue & profit? • Is it about reaffirming the hire? • Is it about impressing at interviews? • The answer is YES – the first 100 days is all this and more
  3. 3. Overview • What is the Sales Director role? • What are the steps to success? • Measurements • What about change? • What is the most important thing? • Agenda / Planning • The next 265 days • Summary • Questions
  4. 4. Sales Director Role • “Develop the sales strategy in line with the overall business plan for the portfolio” • “Manage the sales team through the Sales Managers, agreeing sales performance and revenue targets and using metrics to monitor performance” • “Communicate a clear message to motivate and enhance performance from the team”
  5. 5. Sales Director Role cont... • “Understand the marketplace and identify opportunities for future growth” • “Contribution to the strategic development of the products” • “An opportunity to develop new initiatives and drive change forward through the business” • “Extensive international travel is required, including regular visits to overseas offices and customers”
  6. 6. Steps to Success • Discuss the steps with the team • Layout ground rules • Look at the client expectations – now & future • Adapt new ‘selling’ methods / channels • Create opportunities for personal growth • Motivate through rewards and achievements
  7. 7. Measurements • Motivating sales people across multiple environments / business goals etc.. is challenging • Putting (or adapting) metrics in place is key • KPI – key performance indicators • Numbers of calls / meetings / closes / etc... • Pipeline management • Targeted Account Selling (TAS)
  8. 8. Change! • Change is good! • Change benefits the individual & the organisation • Change motivates & stimulates growth • Change challenges & breaks the ‘status quo’ • Change defines • Change creates new ideas & practices • Change can be uncomfortable • Change for changes sake is unproductive!
  9. 9. Agenda / Planning • Day 1: Meet sales team / discuss plans & ideas • Day 2: Meet sales team / discuss plans & ideas • Day 3: Meet everyone else • Day 4: HR (house keeping) • Day 5: Set up meetings with XXXX colleagues • Day 7: Conduct reviews / presentations • Day 14: Spend time with marketing • Day 15: Spend time with product development • Day 16+: Meet clients (whenever possible)
  10. 10. Agenda / Planning cont... • Week 3: Discuss initial strategy & vision • Week 4: Agree on initial strategy • Week 5: Start implementing strategy • Month 2: Sales Conference • Month 2+: Start to re-assign / recruit • Month 3: Review / Adapt / Change strategy • Month 3+: Client meetings / Conferences / Exhibitions / etc...
  11. 11. The next 265 days • Continue to address issues • Build on successes • Make recommendations for change • Open new markets • Investigate new partners – Internal & External • Launch new products • Meet more clients & potential customers
  12. 12. What is the most important thing? • Lead • Inspire • Motivate • Develop – people & products • Delegate • Build on previous successes • Become part of the team • LISTEN
  13. 13. Summary • The first 100 days are critical for success • It is about building lasting relationships • It is about having an agenda / plan that is flexible • It is about establishing the ‘new’ team • It is about delegating, motivating & developing • It is about creating & executing a clear strategy & vision for continued growth • It is about instilling a desire across the business to continue and expand on the previous successes of XXXXXXX
  14. 14. Questions & Thank You

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