The document outlines a sales management plan with six key components of loyalty, capacity, competencies, demand, collaboration, and resource development. It then details a 30, 60, 90 day plan for new accounts that includes identifying stakeholders, creating business plans with targets and metrics, establishing relationships, training, and quarterly reviews to ensure ongoing success.
2. The Six Components to Successful
Sales Management
• Loyalty
– Quarterly Business Reviews & Planning
– Deal Registration & Rebates
• Capacity
– Joint Account Planning
– Sales Plans & Targets
• Competencies
– Rhythmic Training (Breakfast, Lunch & Learns etc)
– One to Many Events
– Practice Development (Product & Services)
• Demand
– JMF Allocation & Accountability
– Promos, Bundles and Plays
• Collaboration
– Field Alignment
– Communication
– Partner to Partner (1+1=3)
• Resource Development
– Advisory Services
– Business Acumen
3. 30, 60, 90 Day PLAN at Each
Accounts/ OEM Partners/ Systems Integrators/
Value Added Resellers/ Distributors
• 30 Day
– Identify Principals/Establish Relationships
– Clarify Business Models & Drivers
– Baseline Current Performance
– Understand Competencies & Available Resources
– Identify GAPs & Possible Closure
– Attain the Demo Competency
– Identify Matrixed Internal Stakeholders
(Communication Plan)
– Find and Establish the Champion Lead in every Firm
4. 30, 60, 90 Day PLAN at Each
Accounts/ OEM Partners/ Systems Integrators/
Value Added Resellers/ Distributors
• 60 Day
– Create Business Plans
• Sales Targets •Training
• Marketing •Value Proposition
• Capacity Planning
• Establish Sales Metrics
• Rhythmic Training Events
• Pipeline Validation
– Create Possibilities (Services & Other Adds)
– Partner to Partner Peering/Collaboration
– Clone each & every success
5. 30, 60, 90 Day PLAN at Each
Accounts/ OEM Partners/ Systems Integrators/
Value Added Resellers/ Distributors
• 90 Day
– Quarterly Reviews
– Inspect Sales Metrics (Pipeline, Close Rates, etc)
– Recruitment and Retention Strategies
– Measure Loyalty
– Validate Robust & Unique Offers
– Modify Business Plans as Appropriate
– Repetitively Execute the Clone Cookie Cutter success
Technic at similar Targets