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30 60 90 Absolute Security Sales Interview
- 1. 30-60-90 Day Planfor Mid- Market Account Executive Role Great Lakes Region – Absolute Security Shaughn Mulligan
- 2. The First 30 Days Objective:Establish a strong foundation. Focus Areas: ● Complete onboarding and product training. ● Learn the Absolute Security value proposition and target audience. ● Understand the sales tools and CRM. ● Shadow senior AEs to grasp best practices. ● Build rapport with internal teams (marketing, sales engineering, customer success). Metrics: ● 100% completion of onboarding and certifications. ● 10 shadowed calls/demos. ● Develop a list of top 20 target accounts.
- 3. Key Activities inthe First 30 Days Internal Alignment: ● Meet with the Regional Manager to align on expectations and goals. ● Schedule one-on-one introductions with team members. Market Research: ● Analyze the Great Lakes region to identify key verticals and market trends. ● Review competitive landscape. Tool Familiarization: ● Gain proficiency in Absolute Security’s CRM, sales tools, and reporting dashboards.
- 4. Goals for Days 31-60 Objective:Build pipeline and develop relationships. Focus Areas: ● Initiate outreach to target accounts. ● Conduct discovery calls and qualify leads. ● Customize pitches to align with customer pain points. ● Collaborate with sales engineering on demos. Metrics: ● 20 new discovery calls completed. ● 10 qualified opportunities added to pipeline. ● 5 demos scheduled and conducted.
- 5. Key Activities inDays 31-60 Prospecting: ● Leverage CRM data, LinkedIn Sales Navigator, and existing accounts for prospecting. ● Personalize outreach strategies based on industry and client needs. Client Engagement: ● Use the L.E.A.D. process to address objections and build trust. ● Establish early relationships with key decision-makers. Internal Collaboration: ● Share feedback with marketing on lead quality. ● Attend team meetings to share successes and challenges.
- 6. Goals for Days 61-90 Objective:Drive results and establish a rhythm. Focus Areas: ● Advance pipeline opportunities. ● Close initial deals and meet sales targets. ● Begin long-term strategic account planning. ● Identify upsell and cross-sell opportunities. Metrics: ● Achieve 75% of first-quarter quota. ● Close 2-3 new deals. ● Deliver account plans for top 5 opportunities.
- 7. Key Activities inDays 61-90 Sales Execution: ● Conduct in-depth product demos and present proposals. ● Negotiate terms and contracts. ● Use the Three F’s framework (Fit, Features, Financials) to overcome objections. Customer Success: ● Transition closed deals to the customer success team for implementation. ● Ensure alignment on client goals and deliverables. Self-Improvement: ● Seek feedback from peers and managers to refine sales techniques. ● Monitor and evaluate personal KPIs to identify areas for growth.
- 8. Long-Term Vision Post 90 Days Objective:Establish a repeatable and scalable sales process. Focus Areas: ● Maintain a full pipeline with balanced short and long-term opportunities. ● Build relationships with key accounts for future growth. ● Serve as a trusted advisor to clients. Metrics: ● Consistently meet or exceed quota. ● Strengthen relationships with top 10 accounts. ● Identify 2-3 case studies to showcase wins.
- 9. Potential Challenges and MitigationStrategies Challenges: ● Gaining traction in a competitive market. ● Adjusting to new sales processes and tools. ● Building trust with new clients. Mitigation Strategies: ● Leverage existing relationships and referrals. ● Dedicate time to mastering tools and workflows. ● Utilize internal resources and mentorship.
- 10. Ready to DriveSuccess in the Great Lakes Region
Editor's Notes
- #1 I’ve been asked to present my 30-60-90-day plan for the Mid-Market Account Executive role in the Great Lakes Region. I’m excited to share how I plan to quickly ramp up, drive value, and contribute to Absolute Security’s growth. Let’s dive right in.
- #2 During my first 30 days, my main priority will be establishing a strong foundation. I’ll go through onboarding and training to gain a deep understanding of Absolute Security’s value proposition, ideal customers, and sales tools. By shadowing experienced AEs, I’ll learn best practices firsthand, while also engaging with key internal teams to build valuable relationships. By the end of this period, I’ll have earned all necessary certifications, observed 10 sales calls, and compiled a focused list of 20 high-priority target accounts.
- #3 To establish this foundation, I’ll connect with the Regional Manager and team members to align on expectations and objectives. Conducting market research will allow me to pinpoint key industries and emerging trends in the Great Lakes region. Simultaneously, I’ll focus on mastering Absolute Security’s CRM and sales tools to ensure I’m fully prepared for daily sales activities.
- #4 Between days 31 and 60, my priority will be developing a solid pipeline and forging connections with potential customers. I’ll engage in strategic outreach, conduct discovery calls to assess fit, and tailor my messaging to address key customer challenges. Partnering with sales engineering, I’ll deliver compelling demos that showcase our value. By the end of this phase, my goal is to complete 20 discovery calls, add 10 qualified opportunities to the pipeline, and conduct 5 product demos.
- #5 To achieve these goals, I’ll focus on targeted prospecting by utilizing CRM data and LinkedIn Sales Navigator to personalize outreach strategies. By applying the L.E.A.D. process, I’ll effectively handle objections and build trust with decision-makers. Additionally, I’ll collaborate with marketing to share feedback on lead quality and engage in team discussions to refine my approach
- #6 In the final phase, my focus will be on advancing pipeline opportunities, closing initial deals, and meeting 75% of my first-quarter quota. I’ll also start building long-term strategic account plans and look for upsell and cross-sell opportunities. My aim is to close 2-3 deals and prepare detailed account plans for the top 5 opportunities to ensure future growth.
- #7 This phase is all about execution—delivering impactful product demos, presenting tailored proposals, and negotiating contracts. I’ll rely on the Three F’s framework—Fit, Features, Financials—to address objections effectively. Once deals are closed, I’ll ensure a seamless transition to the customer success team. Throughout, I’ll seek feedback to fine-tune my approach and monitor my performance metrics to identify growth opportunities.
- #8 After 90 days, my goal is to focus on sustainable success by establishing a repeatable sales process. This includes maintaining a healthy pipeline, building strong relationships with key accounts, and positioning myself as a trusted advisor. I aim to consistently meet or exceed quota, deepen relationships with top accounts, and identify 2-3 case studies to showcase Absolute Security’s impact.
- #9 Like any new role, there will be challenges—whether it’s gaining traction in a competitive market or building trust with new clients. To overcome these, I’ll leverage existing relationships, invest time in mastering Absolute Security’s tools and workflows, and tap into internal resources and mentorship to stay ahead of potential roadblocks.
- #10 To wrap up, here’s a visual summary of the 30, 60, and 90-day journey I’ve outlined. Each phase builds on the previous one, ensuring steady progress toward impactful results. In the first 30 days, I’ll establish a solid foundation through onboarding, market research, and internal alignment. By 60 days, the focus shifts to building momentum—engaging prospects, conducting discovery calls, and filling the pipeline with qualified opportunities. By 90 days, I’ll be executing at full capacity—closing deals, meeting quotas, and creating long-term account plans. Beyond the first 90 days, I’ll continue scaling efforts, nurturing key relationships, and refining my sales process to deliver sustainable success. This phased approach ensures a structured path to success while being flexible to adapt to the needs of the Great Lakes region.