The document outlines Mike Stevenson's 30-60-90 day leadership plan as the new Sales Manager of the Sales Development Rep team. The 30 day goals are to introduce himself to key people and processes. The 60 day goals are to identify morale and performance issues and implement a metrics-based improvement plan. The 90 day goals are to measure improvements using KPIs, recognize top performers, and coach the team to improved results.

1. Mike Stevenson
30-60-90 Day Leadership Plan
Sales Manager – Sales Development Reps

2. Agenda
-Background/Strengths
-30 day Goal and Plan
-60 day Goal and Plan
-90 day Goal and Plan
-Summary of Qualifications
Please feel free to ask any questions
throughout the presentation.

3. Background
-Internally promoted from entry-level sales
rep to Director-level within four years.
-5+ years lead generation experience
-4 years sales management
-Top Sales Manager of 62 in 2011
-Relocated to Seattle to rebuild struggling
market

4. Strengths
-Motivational and Inspirational
-Awesome culture creator
-Forecast issues
-Adapt quickly
-Coaching/mentorship focus
-Trustworthy

5. 30-Day Goals
Introduce myself to the people, internal
departments, and processes necessary to
identify areas of attention and growth
opportunities.

6. Introduction
-All Lead Gen Team Introduction
-Meet with Brad Hainer
-Meet with James Gallagher and Nathan Cowan
-Spend time with Maggie Peressini and John
McEntyre

7. Internal/Process
-Familiarize myself with team culture
-Learn sales process
-New hire/On-boarding training
-Follow lead conversion from start to finish
-Uncover key performance indicators for top
SDRs

8. People
-One-on-ones with each team lead
-Brief connection meetings with all thirty-eight
lead gen reps
-Identify key SDRs

9. 60-Day Goal
Identify morale hot spots, potential team sales
coaching opportunities and performance
issues, hiring and recruitment philosophies,
and individual motivators in order to
implement a metrics-based improvement plan.

10. People
-Team event to build culture
-Engage Eric and Brian with daily meeting
-Institute one-on-ones with each direct rep
-Recognize key performers for incentivized
metrics
-Evaluate AE/MDR/SDR partners for
effectiveness

11. Sales Process
-Understand sale from start to finish
-Elaborate customer value prop by vertical
-Gather feedback from range of prospects
-Spend time listening to qualification calls

12. Internal/Process
-Introduce myself to key department teams
-AE SMB, mid-market, enterprise
-Operations
-Marketing
-Evaluate past performance metrics by team
and individual

13. 90-Day Goal
Utilizing KPIs uncovered in the first 60 days,
implement a plan to measure improvements,
recognize and advance top performers, and
coach/mentor team leads and direct reports to
improved performance and progression.

14. People
-Implement appropriate personnel changes
that will lead to momentum building wins
-Place top performers and key SDRs on
progression plan to team lead position
-Develop individual coaching and motivation
strategies based off one-on-ones

15. Internal/Process
-Work with Brad to organize cross-team
meetings/trainings to further integrate and
motivate SDRs with AEs
-If appropriate, make changes to some of the AE
and SDR relationships by creating a mentorship
model

16. Growth Strategy
-Develop continued team training strategy
-Attract new talent
-Implement team lead training and progression
roadmap

17. Summary of Plan and
Qualifications
-Team/Individual training strategy