This document outlines a 30/60/90 day plan with the following goals: - In the first 30 days, the focus is on understanding products, infrastructure, setting annual goals and sales funnel. - In the next 30 days (days 30-60), the focus is on connecting with stakeholders, validating opportunities, and formalizing customer meetings. - In the final 30 days (days 60-90), the focus is on engaging with customers on key opportunities, working towards milestones, and initiating new deals. The overall goal is to ramp up, understand the existing business and customers, and start closing deals and meeting sales targets within the first 90 days.

1. 30/60/90 Day Journey Plan
Naveen Sarpal
“A goal properly set is halfway reached.”
Abraham Lincoln

2. Areas of Focus
• Expectations
• Target Customers - Objectives Defined
• 30, 60, 90 Day Plan Brief
• 30 Day Plan
• 60 Day Plan
• 90 Day Plan
• Summary
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3. Expectations
•Focus – Be an Ambassador at the Organization's service bouquet by helping the
customers make use of world class engagement solutions
•Passion – To meet the customer expectation and to leverage the team’s meaningful
and measurable solutions for employee, partners and consumers
•Enthusiasm – To communicate the corporate vision and determine how to best define
new revenue opportunities
•Desire to Learn – Continue to further develop on one’s field experience by taking on
new challenges interacting with the customers, peers and external industry experts
•Integrity – To do what we say we will do; with the highest level of honor and fortitude
•Accountability – Sign up for stretch goals that are attainable
•Player/Coach/Teammate – Support Team in building out a knowledgeable, professional
and skilled group
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4. Target Customers
Objectives
Objective A
Objective B
Objective C
Identify
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5. 30-60-90 Day Plan
30 Days
 Ramp up and understand
current ecosystem &
Infrastructure
 Outline FY’16
commitments Plan
 Set up yearly Agenda with
stakeholders
 Personalized meeting with
internal teams
 Extract understanding for
Closing projects/deals
 Create a Sales Funnel to
achieve target runrate
5
60 Days
 Complete initial connect
with stakeholders
 Validate and confirm
Pipeline opportunities
 Actionable, focused and
executing on existing plan
(regular customer
meetings are formalized)
 Conclude dialogues with
emerging prospects
 Confirm pipeline as Deals
are fully tracked
90 Days
 Fully engaged with the
team & customer on key
opportunities
 Working toward mutually
agreed upon milestones
 Work with team and
Partners to initiate deal
signups

6. • Introduction with Team & Line Manager- Meet line manager to establish
expectations and visit induction plan. Discuss weekly requirements. Meet with fellow
team & tap into their experiences
• Current ecosystem & Infrastructure- Completely understand and test myself upon
company’s specified services offerings. Begin to understand all organizational
functions with the accounts to better understand logistical & procurement processes
for professional services
• Team Induction- Meet the pre sales team and product specialists to build team
approach for house and new prospect accounts
• Funnel Development - Initiate the Organization's business calls = 3x Budget.
Understand common opportunities low hanging fruits (*Industry connects)
• Yearly Agenda for Fy’16- Develop sales goals & accounts plans for prospect
accounts & yearly goals.
• Learning - Continually increase my knowledge of corporate services offerings.
• Prioritize -Close out all possible business calls to extract sales funnel at 30 day
mark: take care of any loose ends
30 day activities
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7. • Funnel development – Atleast 10 Hot clients with a booking value of achieving
the Business Plan
• Review - Manage first 30 days of change and review the past months
performance. Ensure all plans for first 30 days are completed. Report progress for
the prior 30 days as needed
• Knowledge Enhancement - Continue fine-tune product/service knowledge,
activity standards and ops.
• Low hanging Fruits- Identify current accounts and work on partnering
opportunities (* with Connects)
Prioritize -Create tickler action file to ensure follow upon important activities and
accounts events
• Prospection/ Funnel Update - Work on number of accounts calls that will be
needed to meet the accounts goals. Continue to meet key influential decision
makers in near closure accounts to understand time frames, and push to close
pipelines
• Client Acquisition- Ideate closure of calls, follow up past meetings, fact finding
efforts
60 day activities
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8. • Review – On boarding of atleast 25% billing value of business plan
• Monitor - first 60 days activity level and results and adjust levels if necessary.
Meet Seniors to discuss business results; actual vs. plan.
• Resource Optimization- Work efficiently and effectively to ensure optimum time
in territory management. Maximize downtime between appointments and cold calls,
stay ready with all reporting . Continue to close opportunities already in pipeline and
continue with net new business activities
• Develop strategies - with pre sales team on pending reviews of account plans to
defend against competitive threats
• Communicate - effectively with my manager to maintain goal congruency
• Exceed monthly sales quotas; Work Smart !!
90 day activities
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9. Summary
Quick Recap
•First 30 Days – Learn company products and services solutions, learn about team,
co-workers, know channels/partners , the entire community, start to build trust both
internally and externally
• First 60 Days – Continue on working on above, continue relationship building,
close old pipeline, develop new client contacts- hunt!!
• First 90 Days – Have a strong understanding of the company’s offerings,
penetrate new areas within house accounts, grow the business, go wide & deep use
my chain of command to ensure success and growth within my new accounts
• Practice High Performance Culture!
Thank You!!!
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