1. 30-60-90 Day Plan Means Keeping Score Performance Drivers Determine
Assess Sales
Determine
Maturity of Organization
Discovery
Benchmark
Prioritize Possible Action
Present Solution Findings
Means
1. Interview Executives
2. Documentation Review Metric Data
3. Prospect Surveys
4. Customer and Prospect Interviews
5. Sales Rep Surveys
Assess Performance
Drivers
Identify Key Drivers to Improve
Keeping Score
Capture Current State
Show End State Possibilities
Make Recommendations
Compensation Planning
Solution Road Map
Quantify Impact
Performance Drivers
Sales Process
Sales Strategy
Compensation Planning
Territory Design
Account Segmentation
Lead Generation
Quota Attainment
Sales Force Structure
Sales Management

2. EXECUTION PLAN: GOAL FOR HIGH VELOCITY SALES DIVISION
90 Day Plan Overview
OBJECTIVE: Execute a sales plan that redefines our industry.
INSIGHT OR OVERVIEW:
The 90 day action plan is based on my current working knowledge of the vision, goals, objectives, and expectations. It is intended to give you insight to my approach and provide a road map for my focus.
Agility is important and the action steps and timeline are subject to change based on further discussions and priority changes.
90 Day Plan
1. SALES REVENUE GROWTH: Develop multichannel, multiyear plan that drives aggressive sales growth.
2. PROFITABILITY: Build KPI’s and metrics models that establishes greater margin profitability.
3. OPERATIONS: Design and develop operations team focused on tools and technology to support high velocity, customer centric sales team.
4. PLANNED EXECUTION: Full stakeholder review to assess and adjust plan for alignment and execution strategy of stakeholders.

3. TAKE ACTION: NOW TAKE ACTION: Now
Gain the knowledge required to extend and build a sales organization that redefines the industry.
Dive into and make sure all pipelines are being secured, introduce myself to key accounts.
Collaborate with department heads to review departmental and corporate vision gain insight into market growth plans and department priorities.
Identify other key areas in which my experience and skills can assist in achieving priorities to meet corporate goals.

4. SALES AND REVENUE GROWTH: Strategy and Planning
SALES AND REVENUE GROWTH: NOW
A good plan for creating building developing sales team is important to Asses strengths weakness areas.
Strategy:
Market Segmentation:
Total Available Market—how big is the market and what is its growth rate?
Competitor Analysis—how the competitors market and sell?
Strategic Market Group Assessment—market group needs, which competitors are targeting which market groups, and our strategic plan to serve the different market groups?
Product/market mix assessment—determine the go to market strategy for each product and market.
Sales and Marketing SWOT—determine how to maximize strengths and take advantage of opportunities for each market group, by shoring up weaknesses to minimize threats.
Buyer Segmentation:
Buyer Personas—understand our buyers and what they care about.
Buying Process Maps—visualize how our buyers purchase.
Buyer Value Chain Analysis—see what our buyers value through a marketing or sales campaign.
Determination of Sales and Marketing Critical Success Factors—know we must be best-in-class in to succeed in our industry.
Planning:
Pro-forma Revenue and Cost Model—a financial model to estimate revenue versus cost.
KPIs—the key metrics that will be used by the entire organization to determine progress in executing the revenue plan.
Sales Plan—an execution plan detailing what the sales force will do in pursuit of the revenue goals.
Marketing Plan—an execution plan detailing what the marketing department will do in pursuit of the revenue goals.
Assess sales team’s strengths and weakness to create a development plan and execute a strategy with full collaboration achieving the best return on investment.

5. SALES AND REVENUE GROWTH: PROFITABILITY PROFITABILITY: Process
SALES PROCESS:
Sales Methodology
Stage definitions and buyers signals
Sales playbook with training coursework and job aides
Technology implementation to keep administration at a minimum
Certification program inclusive of reinforcement plan, certification process and awards
Gamification program to drive adoption with leader boards, a point system, technology implementation and field communication plan.
Dashboard for sales reps, managers, and executives that track metrics indicative of success and failure.
Demand Generation
Demand generation process
Lead qualification method
Lead grading approach
Lead scoring and grading
Lead routing rules of engagement
Campaign measurement
Marketing automation implementation/refinement

6. OPERATIONS: Sales and Channel Organization
SALES AND REVENUE GROWTH: OPERATIONAL
Design and develop operations team focused on tools and technology to support high velocity, customer centric sales team.
Sales Organization Design
Applicability assessment of the seven dominant B2B sales organizational models
Structure design and organization chart
Roles and responsibilities by role
Headcount plan by role
Pro forma revenue and cost model
Channel Organization Design
Channel segmentation
Buyer channel preference
Channel coverage model
Channel product fit
Competitive channel analysis
Channel mix and financial model
Channel selection and enablement

7. SALES AND REVENUE GROWTH: EXECUTION
EXECUTION: Campaign
SALES AND REVENUE GROWTH: EXECUTION
Formalize plan to deliver operational excellence that redefines our market. Focused on growth, efficiency and increased margins, profitability and customer satisfaction.
Campaign Execution
Establishing a process to launch effective demand generation campaigns at scale.
Creating a repeatable process to launch successful lead nurturing campaigns so no leads fall through the cracks.
Developing a process to run sales prospecting campaigns that turn sales reps into effective lead generators.
Building campaign KPI dashboards that report on ROI.
Define New Sales Org Requirements
Define Technology processes
Define Technology by Market Segment
Define Activity Cadence
Define Metrics and Reporting
Define Field Integration Plan with Inside Sales
Assess Design
Design
Implement
Quantify
Staffing Plan
Recruit ISR fit the Model
Hire New ISR Staff
Onboarding New ISR
Define New Coaching Cadence
Execute Field Integration
Assess Implementation
Measure Account Performance
Interview Customers
Cadence Coaching
Cost Analysis
Asses Strategy with Stakeholders
Roadmap Staff, Tools , Technology
Assess Quantified Plan is Redefining Industry
Sales Enablement Execution
Content development process
Mobile sales enablement playbook
Technology roadmap
Sales training program
Certification process
Gamification program
Coaching methodology
KPI dashboards
Sales Adoption plan
Agile adoption methodology
Use case development
Communication plan
Change management plan

8. TAKE ACTION: Now What value does your company offer to customers?
Of these things, which are vital, unique or important to them?
3. If you closed your doors today, would your customers suffer a real loss?
4. Are you doing today what your company needs to do that will impact tomorrow?