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A very simple and fresh approach to a 30-60-90 day plan for sales reps in technology and software. Easy on the eyes, standard content.
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Business Plan Outline
90 Day Territory Objectives Orientation / Training Lead Generation Prospect Visits Pipeline Generation Closing Business Summary
90 Day Territory Objectives
Orientation - Week one at PB– key personnel and support staff
Learn target market and prospects as currently positioned by PB Company
Immediately begin to generate Quality Leads and target 10 major accounts
Get in front of prospects Generate pipeline - 4x quota Build relationships and Close Business
Personal Training
Learn PB Company portfolio Understand Value-Added Services
positioning Understand Competition Utilization of all Marketing
Materials Social Media Usage I work well in heavily matrixed
organizations
Lead Generation
Identify target accounts in territory Utilize existing rolodex contacts, PB
Company inside personnel and use PB Company Systems (CRM, etc)
Business Journals, Hoovers, LinkedIn, etc
Work with internal sales resources Use ABC model for pipeline, “Killer B’s” Employ “Playbook” for 10 deals
Prospect Visits
Get in front of prospects ASAP – learn about current SLAs, who currently provides service
Target Face-to-Face (FTF) meetings, 2 per week
Understand a prospect’s business, who makes the decisions and what are the current “pain points”
Expand on relationships/contacts at C- and Director Levels
Educate prospect – make it simple, make it theirs
Use of any available Reference Accounts Focus on XYZ Company solutions - Value-Add
and Customer Satisfaction
Pipeline Generation
Qualify each prospect early on Align with the decision maker Conduct opportunity assessments Move prospect to next stage with
each meeting Stay on top of all opportunities Use “Playbook” with 10 plays Farm and hunt, must eat every
day
Closing Business
Properly/quickly counter any objections
Shorten the Sales Cycle by being Creative and Thinking “Outside the Box”
Sell Value and emphasize improved profits and accelerated ROI
Ask for the business early Be confident, aggressive and
persistent Most importantly - CLOSE the
BUSINESS!
In Summary
Hunt and farm to eat (Killer B’s”) Do my homework Align with everyone at PB on a
strategy Follow sales (CRM) process Develop strong business case Get rid of competition early Price it to win the first time Lather, rinse and repeat
