5. Meet with my line manager
to establish expectations
and review travel and
forecast, plan and review
weekly & bi-weekly
requirements
Develop sales goals &
accounts plans for
prospect accounts &
yearly goals
Complete all specified
company and services
offerings from my new
company
First 30 days
Understanding to Plan
30, 60, 90 days Plan 5
4. 30 days plan
Meet with my SE’s,
Channel Managers,
product specialists and
Consulting team to
build team approach
for house and new
prospect accounts
Meet with fellow AM’s &
tap into their experiences
to help implement ideas
that would help make the
accounts more
productive in areas we
have not penetrated
Prepare partner
meetings for intro’s
with mngt/AM’s to
leverage complete
accounts coverage
Understand 90-day
opportunities already in
pipeline
Identify key decision
makers who I need to
meet with immediately
to continue seamless
integration as new AM
Travel with my line
manager into accounts
for introductions and
learn all relationships
within accounts and
begin to align
executive sponsorship
where needed
Close out all business
initiated by previous
AM and follow up with
any implementation of
services/products: take
care of any loose ends
Start to develop my
new relationships and
contacts within net new
and house accounts
Attend
any and
all
Corporate
training
pertaining
to my line
of
business
Identify & join
professional trade
associations pertinent
to Corporate accounts Participate on weekly
commit calls as
directed
Begin to prospect old
accounts and contacts
for new business
related to our offerings
6. 2015 2016
30 5 Focus Actions first 30 days:
Objectives: (Visits, discover, manage)
1. Accelerate the current opportunities on my territory.
2. Solve the barriers and issues on the current oppties.
3. Discover and manage new projects aligned with the strategy of my accounts.
4. Create new pipeline focusing on the solutions and services the market are looking for.
5. Close the current oppties. in Commit and Best Case Stage.
4. 30 days plan : Focus on my territory to meet, discover and manage
30, 60, 90 days Plan 6
7. Manage first 30 days
of change and review
the past months
performance
Ensure all plans for
first 30 days are
completed
Continue to close for
commitment for further
action in the form of
follow up meetings,
fact finding efforts,
introductory rep
lunches/meetings
60 days
Work my
plan and plan
my work
productively
and
effectively
Planning the Strategy, Expand Penetration
30, 60, 90 days Plan 7
5. 60 days plan
Continue to travel and
meet all contacts within
assigned house
accounts
Report on progress for
the prior 30 days as
needed
Continue fine-tune
product/service
knowledge, activity
standards and ops
Work on number of
demo’s, procedures,
accounts calls that will
be needed to meet the
accounts goals Continue to have
monthly/bi-weekly
meetings with
Channels & Business
partners
Identify OEM’s in
current accounts and
work on partnering
opportunities
Continue to meet with
key influential decision
makers within net new
and house accounts to
understand time
frames in order to build
pipeline
Begin to understand all
organizational
functions with the
accounts to better
understand logistical &
procurement
processes for
professional services
Create tickler action
file to ensure follow
upon important
activities and accounts
events
Continue bi-weekly
communication with
my line manager to
ensure success within
named accounts
8. 2015 2016
60 6 Focus Actions 60 days:
Objectives: (Manage, Plan, Expand)
1. Manage pipeline focusing on the solutions and services of my territory.
2. Plan the strategy with my accounts into my territory.
3. Select key accounts (Focus accounts) and contacts into my territory.
4. Work on a plan (by dynamics) to Focus accounts and contacts.
5. Select my Key Partners for each account.
6. Boost the 4 Dynamics on my Focus accounts: Key Contacts, Partners, Distributors and my company
Internal Resources (Pre-Sales, Product Specialist, Consulting, etc.)
30, 60, 90 days Plan 8
5. 60 days plan : Planning the Strategy to expand the soluEons & services
9. Develop strategies with
SE’s to defend against
competitive threats
Monitor first 60 days
activity level and
results and adjust
levels if necessary
90 days
Sample text
30, 60, 90 days Plan 9
6. 90 days plan
Meet with my manager
to discuss business
results; actual vs. plan.
Discuss any changes
in any of the accounts
relating to business
opportunities
Work efficiently and effectively to ensure
optimum time and territory management.
Maximize downtime between appointments
and cold calls, focus on daily production,
stay current with all reporting
Continue to close
opportunities already in
pipeline and continue
with net new business
activities
Continue to increase
level of contact within
my accounts and
better understand
areas of dissatisfaction
with competitive
services in or to better
position our services/
solutions
Continue ongoing
trainings to further my
corporate value
proposition
Continue bi-weekly
partner, OEM meetings
for security
opportunities
Communicate
effectively with my
manager to maintain
goal congruency
Exceed
monthly
sales quotas;
Work
Smart !!
Continue hitting
the ground
running and
proving to
management that
I can be an
impactful asset
well before the
usual 6 month
new hire period !
10. 2015 2016
30 5 Focus Actions 90 days:
Objectives: (Execute, Close Deals, Forecast next FY based on my Account Plans)
1. Manage old pipeline, close the best cases (including all the oppties. in commit stage)
2. Participate/Exhibit in 3 events presentations with my customers (by vertical)
3. Analyze, prepare and polish 2 Account Plans of my bigger accounts.
4. Design, prepare an EBC inviting to 2 of my major accounts.
5. Review the 2 Account Plans with the key contacts in my the customer.
30, 60, 90 days Plan 10
6. 90 days plan : Execute and finalize acEons, Close Deals
90
11. First 30 days First 60 days First 90 days
Discover and manage new projects
aligned with the strategy of my
accounts selected.
Create new pipeline focusing on the
solutions and services for Enterprise
Accounts.
Solve the barriers and issues on the
current oppties.
Accelerate the current opportunities on
the accounts.
Close the current oppties. in Commit
and Best Case Stage.
Select key accounts (Focus accounts)
and contacts into my territory.
Select my Key Partners for each
account.
Plan the strategy with my accounts
into my territory.
Work on a plan (by dynamics) for the
Focus accounts and contacts.
Manage pipeline focusing on the
solutions and services (Marrket
Trends).
Boost the 4 Dynamics on my Focus
accounts: Key Contacts, Partners,
Distributors and my company Internal
Resources (Pre-Sales, Product
Specialist, Consulting, etc.)
Participate/Exhibit in 3 events
presentations with my customers (by
vertical)
Analyze, prepare and polish 2 Account
Plans of my bigger accounts.
Design, prepare an EBC inviting to 2
of my major accounts.
Manage old pipeline, close the best
cases (including all the oppties. in
commit stage).
Review the 2 Account Plans with the
key contacts in my the customer.
Close 2 deals
DiscoverPlanManageExecute
30, 60, 90 days Plan 11
7. Summary
12. Learn company products and
services solutions, learn about
my team, co-workers, learn
the channel partner & OEM
community, start to build trust
both internally and externally
.
Discover
Meet, Learn, Understand Continue on working on above,
continue relationship building,
close old pipeline, develop new
client contacts - hunt!!
Plan
Strategize/Plan
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
Get Results
Execute
30
days
60
days
30, 60, 90 days Plan 12
Practice High Performance
Culture!
7. Summary
