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