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First 100 days as Sales Director 'sample'
- 1. Ian Lockwood My approachfor the first 100 days in post as Sales Director, XXXXXXX
- 2. What is thefirst 100 days? • Is it about creating plans? • Is it about showing real potential? • Is it about change? • Is it about fresh ideas? • Is it about growth – revenue & profit? • Is it about reaffirming the hire? • Is it about impressing at interviews? • The answer is YES – the first 100 days is all this and more
- 3. Overview • What is the Sales Director role? • What are the steps to success? • Measurements • What about change? • What is the most important thing? • Agenda / Planning • The next 265 days • Summary • Questions
- 4. Sales Director Role •“Develop the sales strategy in line with the overall business plan for the portfolio” • “Manage the sales team through the Sales Managers, agreeing sales performance and revenue targets and using metrics to monitor performance” • “Communicate a clear message to motivate and enhance performance from the team”
- 5. Sales Director Rolecont... • “Understand the marketplace and identify opportunities for future growth” • “Contribution to the strategic development of the products” • “An opportunity to develop new initiatives and drive change forward through the business” • “Extensive international travel is required, including regular visits to overseas offices and customers”
- 6. Steps to Success • Discuss the steps with the team • Layout ground rules • Look at the client expectations – now & future • Adapt new ‘selling’ methods / channels • Create opportunities for personal growth • Motivate through rewards and achievements
- 7. Measurements • Motivating salespeople across multiple environments / business goals etc.. is challenging • Putting (or adapting) metrics in place is key • KPI – key performance indicators • Numbers of calls / meetings / closes / etc... • Pipeline management • Targeted Account Selling (TAS)
- 8. Change! • Change is good! • Change benefits the individual & the organisation • Change motivates & stimulates growth • Change challenges & breaks the ‘status quo’ • Change defines • Change creates new ideas & practices • Change can be uncomfortable • Change for changes sake is unproductive!
- 9. Agenda / Planning • Day 1: Meet sales team / discuss plans & ideas • Day 2: Meet sales team / discuss plans & ideas • Day 3: Meet everyone else • Day 4: HR (house keeping) • Day 5: Set up meetings with XXXX colleagues • Day 7: Conduct reviews / presentations • Day 14: Spend time with marketing • Day 15: Spend time with product development • Day 16+: Meet clients (whenever possible)
- 10. Agenda / Planningcont... • Week 3: Discuss initial strategy & vision • Week 4: Agree on initial strategy • Week 5: Start implementing strategy • Month 2: Sales Conference • Month 2+: Start to re-assign / recruit • Month 3: Review / Adapt / Change strategy • Month 3+: Client meetings / Conferences / Exhibitions / etc...
- 11. The next 265days • Continue to address issues • Build on successes • Make recommendations for change • Open new markets • Investigate new partners – Internal & External • Launch new products • Meet more clients & potential customers
- 12. What is themost important thing? • Lead • Inspire • Motivate • Develop – people & products • Delegate • Build on previous successes • Become part of the team • LISTEN
- 13. Summary • The first100 days are critical for success • It is about building lasting relationships • It is about having an agenda / plan that is flexible • It is about establishing the ‘new’ team • It is about delegating, motivating & developing • It is about creating & executing a clear strategy & vision for continued growth • It is about instilling a desire across the business to continue and expand on the previous successes of XXXXXXX
- 14. Questions & Thank You