Sales on-boarding 30-60-90 day plan - Oct 2014


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Sales On-Boarding: 30, 60, 90 Day Plan First 30 Days First 60 Days First 90 Days Process · Read publically available guides we’ve written and/or shared · Read sales books that the sales team tries to follow and adhere to · Read the Sales Playbook to understand our sales process and activities · Have 1-on-1s with your manager to set clear goals · Shadow a peer to learn best practices, focus on basics to start with · Build your Territory & Account Plan · Know the objections we hear and our qualifying questions · Have 1-on-1s with your manager for pipeline management & coaching · Understand how to drive a sequence of events to manage the sale · Understand why your services differentiate your company · Learn how to work with your alliance partners · Start learning the more advanced activities of your sales process, such as doing a proof-of-concept · Know how we recognize a real opportunity and how to move a deal forward · Have 1-on-1s with your manager for Deal-Level and Skills-Focused coaching · Understand your forecast, how to manage it, and how to report it · Create a plan to work with partners to augment your Territory Plan · Know how your company negotiates (the gives and takes) · Learn what your red flags are during a sale Products · Watch product and customer videos · Review the opening/introductory pitch and related call scripts · Review horrible follow-up e-mails and good e-mail tips · Review and practice the current sales pitch · Master the sales pitch with different personas and industries · Master giving an overview demo · Learn additional details about your solutions · Learn the price list and your discounting policies · Learn the add-on business and products for your company Tools · Start with the basics of and similar tools, focusing on the fields to know and how to use it · Advance to some “tricks of the trade” from peers on the tools they use most often · Customize the tools so they work the way you need them to work Industry · Understand the basic concepts of the thing you’re selling · Understand the basic concepts of the industries you’re selling to (or specific job functions if you’re cross-industry) · Learn how to run an efficient and effective sales meeting with a clear agenda, goals and next-steps · Review customer case studies · Join industry-related groups on LinkedIn · Follow and read influential industry-related blogs Last updated: October 28, 2014 Contact Brian Groth with questions: LinkedIn: Twitter: