Transcript: First 30 days Frank T. Gilg 30, 60, 90 day plan Data Services Understand companys core values Current... Align myself with the Allscripts team: Product Managers Sales Specialists Customer Relationship Teams Enterprise Account Managers Begin utilizing Allscripts CRM program Product training Understand existing Allscripts accounts and prioritise based on: Potential Risk Potential Gains Tender status 'Begin intrenchment strategy' Begin to identify 'Key Opinion Leaders' Continue to develop customer relationships Continue identifying key opinion leaders Profile customers based on demands preferences and needs Continue to identify sites for tender 2015 Begin to influence tenders 2016 Contact local NHS and private procurement team Always stay updated on all company and competitors product knowledge Become efficient in using companys CRM Keep a dialogue with co-workers and line manager My journey so far... Cloud Based EDC User Groups Identify Key Opinion Leaders, to arrange VIP trips to see the new instrument and insight into the company Services First 90 days 'Generate new and maintain existing business by driving and supporting the sales process with specific focus on life science companies in the Northeast territory. Other Separate Software for each business function In house software development First 60 days UNOS Future... Clinical Trial Study Support Accomplishments Primary Objective 30, 60 and 90 Days Sales Plan Continue 'Entrenchment' Strategy Begin to influnce Key Opinion Leader Arrange and complete site specifc presentations based on customer needs and Abbott's solution Continued contact with the different NHS's and private procurment teams Begin to influnce the structure of tenders and specifications to ensure maximal success Collaborate with the different Abbott sales teams to meet and exceed sales targets Analyse monthly sales goals and make improvements where necessary
Transcript: GOAL! 60 Day Christian Dickson - Sales Associate Manage the first 30 days of change and review the past month's performance, ensure all plans and goals for the first 30 days are completed. Continue to fine tune product knowledge, activity standards and operations. Research and join/become involved with any professional or trade associations that will help me promote specific products. Evaluate current training materials for continued growth in areas of product knowledge, pricing strategies, actions and account analysis studies. Prepare a pre-call analysis on each sales call opportunity to pinpoint customer needs. Continue building opportunity list and making contact with new prospects while working on current projects Bi-weekly (or more) communication with my manager. Exceeded performance expectations Developed self-focused success map Applied self accountability for performance Growth of sales pipeline and winning new business Meet with Sales Manager, Sales Team, etc. to establish expectations, review forecasts and pipelines, weekly and bi -weekly requirements and processes. Identify business objectives, core competencies, processes and procedures. Familiarizing myself with current plans and work flow communications leveraging the office/teams. Secure knowledge of service and product line to a point of complete confidence in representing them and completely understanding administrative functions and procedures including company protocol. Determine size and scope of territory configurations, begin to develop a prospecting plan. Develop opportunity list while perfecting the opening sales contact structure. Submit weekly progress reports to Sales Manager for review. Monitor the first 60 Days activity levels and results and establish changes, if necessary. Meet with Sales Manager to discuss business results; actual versus plan and forecasts. Follow up with all top opportunity accounts. Continue to increase level of contact within accounts and to better understand areas of dissatisfaction with current methods of managing pensions, OPEB and debt problems . Work with sales team to support where needed (opening , presentation creation or closing) Submit weekly progress reports to Sales Manager for review. Meet with Sales Director and executives on first three months of development, gaining the next level of expectations and setting new milestones for the following months. 90-Day Objective Exceed performance expectations, develop a self focus on success and institute self-accountability for performance. Onboarding - meet co-workers, management, support departments and learn culture. Learn company systems, procedures for paperwork, reports, e-mail, and etc. Leverage start-up experience, entrepreneurial attitude and relationships to reduce time to impact new territory. Target 20 key prospects, immediately begin to generate quality leads, and, get in front of prospects as soon as possible. Learn target market and prospects as currently positioned by GovInvest. Begin generating opportunity pipeline and close new business. Heavy professional networking and building valuable relationships with executive and decision making managers at targeted clients. 30 Day 30-60-90 Day Sales Plan 90 Day Thank you!
Transcript: Close new business opportunities as identified in previous 60 days Continue calling upon accounts and prospects within territory + gain commitment for next steps Brainstorm new & creative ways to get prospects attention in the field Provide a review of company training materials to help improve them Research trade associations and join professional groups To present Pythian as the global leader in data infrastructure and managed IT services To significantly increase new customer acquisition the Tri-State area Using 80/20 rule to complete a thorough initial territory analysis (both by account and geography) Identify current and target accounts and categorize as follows >30 day targets >60 day targets >90 day targets Gather account information (key contacts, etc.) Determine BANT- Budget, Authority, Need, Time frame accordingly Territory Management 30/60/90 Day Sales Plan A plan of action for my success as an Account Executive 60 Day Sales Plan Continuous self-learning of Pythian services & product offerings, company systems, and customer profiles Implementing Challenger Sales methodology in daily sales process Develop a strategic sales territory plan Set clear sales goals for success and review progress on a weekly basis with sales manager Review previous 30 days performance Identify any open opportunities that are already in the pipeline Focus attention on accounts with highest growth potential Increase sales activity volume above company goal Continue to fine tune knowledge of the product, processes, and understanding of customers business Primary Business Objectives 30 Day Sales Plan 90 Day Sales Plan
Transcript: Channel Partners Document Messaging Technologies Discuss partnership with Dave Loos Meet with Brent Allen Meet with Dion Thompson Learn their pipeline Close pending business. Go to training in St Petersburg & Denver. 90 Days... 60 DAYS... 60 DAYS... A PLAN OF ACTION FOR MY SUCCESS Solidify current account base and begin expansion of business opportunities in target accounts Increase sales and revenue volume ABOVE company goals Continuously prospect for new opportunities Maintain call frequency that meets or exceeds guidelines Close for commitments with every account, in every meeting 30 Day Plan Make introductions throughout Territory Familiarize myself with team mates Initiate and establish strong new working partnerships with clients Identify accounts that represent top 20% of growth potential Identify strategic strategies to best time manage my territory and build business quickly Home study and online research Close business, ask for new business Let's begin Meet the Team Field Technicians Admin support Leasing contacts Territory Management 1. I understand the print/mail industry & know the key players. 2. I am a team player who values the success of my company, team, product and clients before all else. I understand Pitney Bowes. 3. I have excellent, proven relationship building skills, technical ability and sales savvy. 4. I am proficient in creating and following a business plan. 5. I have a successful and proven sales background. 6. I am self-motivated and driven to be the best I can be. 7. I am persistent , persuasive and convincing in my sales strategies 8. I work and sell with the philosophy of treating others how I want to be treated. 9. I am an extremely dedicated, resourceful and ambitious employee. 10. I am a fast learner and a self -starter. Prepared by: Karen Fraticola Inside 1st 30... I know time is of the essence So I will hit the ground running With a fast-paced kick-off The clock is ticking... Top 10 reasons to hire Karen Fraticola Using 80/20 rule complete a thorough initial territory analysis (both by account and geographically) Identify current and target accounts and categorize as follows:> 30 Day Targets> 60 Day Targets> 90 Day Targets No mentoring program Will request Dennis McCool to be vested in 90 day pipeline to increase ramp up time and 90 day closes 30 DAY PLAN Grow the business by finding new opportunities inside & outside my current client base. Close business with channel partners. Beat the competition. Beat Bell & Howell every time. Strive to become an expert on DMT inserter, standalone, and feeder options. Analyze sales numbers (using 80/20 rule) on an ongoing daily, weekly, & monthly basis to determine geographic areas and specific accounts that need additional attention Identify accounts with frequent service calls. Find out what what is going on. Remain familiar with territory, watching for new/upcoming offices/openings. Provide immediate attention to these clients Close business, ask for new business Sales Emphasis 30-60-90 DAY SALES PLAN Primary Business Objective Service management Close new business, as identified in first 30 days plan. Focus attention on accounts with highest growth potential Actively develop creative and resourceful strategies to obtain meetings with hard to reach contacts Build upon product knowledge through field and home study and online research As Dwayne Johnson's new employee, strategic objective will be: Stimulate interest, generate maximum ROI, reduce time to impact (in territory) and protect the company brand image through the following: Gather account information, including: What they have, what they wish they had, what is working, what isn't, what I can change, what I can't, potential for growth, future business outlook, decision making factors, key contacts, work schedules, etc. Key issues (i.e. cost, competition, service issues) Ask both owners and operators.
Transcript: Product training Processes Corporate tools & resources Competitive landscape 61-90 Days Step 4 30-60-90 Day Sales Plan Chris Phillips First 30 Days Sales history Contract history/details Support history Hierarchy & contact preferences Client Knowledge Step 5 31-60 Days Establish Internal Relationships Paperwork Home office setup Computer Marketing collaterals Business cards Team Members Inter-departmental Management Education Administrative Setup
Transcript: PATH TO SUCCESS AT ADP 90 Days Business Plan 30 Days First 30 Days... Learn & Understand [Training/On-boarding] Company Values Team Strategy GOALS Gain understanding about ADP's vision & values METRICS Get familiar with ADP's corporate culture Understand sales teams priorities and tactics ACTIONS Study social media, website, internal resources Read the annual report Be able to explain vision & strategy to the manager Seek exchange with sales colleagues and ask about tactics and strategies they use to accomplish their goals Set a Strong Foundation by Studying ADP's Vision and Values. Align to Teams Strategy and Goals Sales priorities and strategy has been showcased to the team Products & Services GOALS Test products (Hands-on) Meet the product team Study ADP's portfolio of products & services Gain key knowledge of products & services ACTIONS METRICS Attend Training/On-boarding Pass the product test by answering at least 90% of all questions correctly Gain Mastery of Products & Services Demo the product and get feedback from a product specialist Networking Tools GOALS Build relationships with teams at ADP Get to know the tools the sales team uses Get familiar with the sales methodologies and sales process followed by the team ACTIONS Schedule intro meetings with key stakeholder (marketing, IT,..) METRICS "Play" with CRM and explore its features Meet the back office team At least 3-5 meetings held Talk to team members about their process. Ask them to discuss specific deals Being able to illustrate the sales process using an example Connect with internal Teams. Get familiar with Tools & Processes at ADP 60 Days First 60 Days... Plan & Contribute ["Plan Your Work"] Sales Territory GOALS Set up a territory plan ACTIONS Identify and segment prospective customers Use existing sales data to better understand buying patterns Analyze the Sales Territory and Compile a Plan Utilize external tools (ad networks) to build a list of prospects Shadow a seasoned member of the team METRICS Territory plan completed Set goals and targets Q's How many new opportunities do I need to meet quota? Where do most of my leads come from? Which region, segment, industry should I concentrate on? Which products or services are in high demand? Who is purchasing them? Which prospects should I focus on? Action Plan GOALS Develop strategies to accomplish my goals/targets ACTIONS Compile short-term action items (for the next ~3 months) Answer following Q's when creating those items: - How do I generate new leads? - How do I approach prosp. customers? - What resources are required? Review action plan with the manager METRICS Define Strategies and Actions to succeed Action plan has been completed and reviewed by the manager Competition GOALS METRICS Gain knowledge about main competitors ACTIONS Research and study websites, reports, internal materials, etc. - Who is the biggest competitor? - Why is ADP a better choice? - How will I convey this to my prospects "SWOT" the competition Ask team members/manager to explain key characteristics of main competitors Passed a quiz about competitors Research and Analyze ADP'S Main Competitors Lessons learned have been presented to the team/manager 90 Days First 90 Days... Taking Initiative & Execute ["Work Your Plan"] Field Time Leads GOALS Create sales email templates (CRM) and cold calling script Call/email prospects Follow-up Generate leads METRICS ACTIONS Sales templates/scripts are finalized Explore sales channels for connecting with prospects Gain First Experiences in the Field and Generate Leads Started developing 10-20 leads Pipeline GOALS Build a pipeline of sales opportunities ACTIONS Create a list of questions for lead qualification and challenge the customer - Pain?, interest? fit? - Teach, tailor, take control Qualify leads and enter data into CRM Schedule regular meetings/calls/follow-ups with prospects Answer B.A.N.T. Q's and move opportunities to next pipeline phase METRICS Focus on Building My Opportunity Pipeline Pipeline of 3-5 opportunities Closing, Reflecting, Forecasting GOALS Continue to build pipeline and transform opportunities towards closing phase Deal closing Review & optimize sales approach Implement forecasting ACTIONS Create quotes and intensify the work to close the deal Analyze and present my accomplishments to the manager Review sales approach with the manager: - What has worked well? - What hasn't worked well? - What needs to be tweaked? Make a sales forecast for my territory METRICS Additional 2-3 opportunities in the pipeline Successful close of an opportunity Had min. one round of feedback on performance from manager Sales forecast presented in the weekly/monthly pipeline meeting Seek Opportunities for Early Wins. Reflect & Tweak. Look into the future
Transcript: Primary Business Objective To make Brookdale Sandy Springs the leader in senior living, and significantly increase utilization of Brookdale Sandy Springs' services in the metro Atlanta area by fully actualizing the market potential. 30-60-90 Day Plan Strategic Objectives: Improve PCH occupancy to 78% by end of Q2, 85% by the end of Q3 Improve MC occupancy to 65% by the end of Q2, 70% by the end of Q3 Solidify relationships and make new introductions throughout market Initiate new partnerships with physicians and hospitals Plan all community events through the end of Q2, in conjunction with life enrichment at both PCH and MC Update community Facebook & LinkedIn pages, address online reviews, and solicit resident and family member testimonials to strengthen online presence Establish closing strategy and timeline for all B leads 1. I will increase market share and make Brookdale a leader in the Atlanta territory! 2. I have excellent, proven relationship building skills, technical ability and sales savvy, as evidenced by the 5 non-paid, professional referrals received in MC in 12/15 and 1/16. 3. I have grown conversion rates in MC by 3.6% for I-V, 4.7% for I-MI, and 13.3% for V-MI, and I'm just getting started! 4. I am a team player who values the success of my team, community, and company before all else. 5. I am proficient in creating and following a business plan. 6. I have a successful and proven sales background. 7. I am self-motivated and driven to be the best I can be. 8. I am persistent , persuasive and convincing in my sales strategies. 9. I am an extremely dedicated, resourceful and ambitious employee. 10. I am a fast learner and a self -starter. Security Services Personal Care Home (106 Apartments) 72.6% Specialized Memory Care (52 Apartments) 59.6% Security Professional Services Governance, Risk & Compliance Identity Management Managed Security ICSA Labs Develop closing strategies for a minimum of 10 C leads per week Begin hosting regular community breakfasts/lunches/forums for referral partners 90 Days and beyond... 60 DAYS... 60 DAYS... A PLAN OF ACTION FOR BROOKDALE SANDY SPRINGS' SUCCESS Business Development focus on hospital and physician accounts Commit to 10 sales calls per week to current accounts with 5 prospecting calls to develop new business Professional (unpaid) referral goal of 2 leads per community per week EARN the business with consistent, creative follow-through and by being a resource Let's begin Sales and Marketing Opportunities IT Professional Services Cloud IT Services Data Center Services Managed Applications Managed IT Services Prepared by: Stacy Stafford Inside 1st 30... I know time is of the essence So I will hit the ground running With a fast-paced kick-off The clock is ticking... Top 10 reasons to hire Stacy Stafford Promote Family and Friends for Life Program Improve Online Presence Focus on database management for PCH, with a closing strategy in place for all B and C leads Improve ratios for lead, visit, and move-in conversion by 5%, respectively 30 DAY PLAN Continue to analyze conversion rates, focusing on scheduling tours for all leads & closing strategies Continue to maintain clean database and work the pipeline Analyze sales analytics on an ongoing weekly and monthly basis to determine specific accounts and/or leads that need additional attention to move forward Plan community events for Q3 & Q4 with the objective of obtaining leads from professional sources and friends & family and getting prospects to the community Ask for the business, you've earned it Business Development Emphasis 30-60-90 DAY SALES PLAN Strategic Advanced Products Continue to develop business relationships with consistent, creative follow-up. Be the expert. Always have a message! Actively plan at least 2 business development lunches or presentations per month Streamline onboarding process to include pcp communication & individual visits
Transcript: Noction enables our clients to enhance BGP performance by an average of 30-50 percent. The Intelligent Routing Platform is a notable product in the market of BGP intelligence automation. It takes care of the complicated and time consuming routing optimization processes, allowing our customers to concentrate on their job. Execution of the Plan Monitor the first 60 Days activity levels and results. Discuss with Manager business results; actual versus plan and forecasts. (Possible meeting at corporate) Discuss any changes relating to business opportunities. Track compensation revenue performance to assure business and personal goals are being achieved. Participate in team meetings. (Conf. Calls, Skype, Corporate) Continue to increase level of contact within accounts and to better develop relationships and thus sales opportunities. Write Industry articles about Noctions' irPaaS. 30 Day Details (cont.) Plan Details (cont.) Pete Ace Meet with members of the Sales Team to develop internal relationships and become familiar with the companies sales process. Discuss successes, challenges, and competitive threats in the market place. Identify and develop target accounts, establish a game plan to exceed goals. (Previous Accounts, Sales Lists and Networking) Identify key decision makers to meet. Close out business initiated by previous RSM and/or SVP. Follow up with implementation of products and close out any pending procedures. The purpose of this plan is to clearly identify and communicate the program's objectives, process and goals in order to deliver extraordinary sales results. Days 61 - 90 Details Noction Objective: Objectives First 30 days -- Learn products, accounts, territory, co-workers, and build trust both internally and externally. First 60 Days -- Continue working on above, continue relationship building, educate and close old and new customers First 90 Days -- Have a strong hold on current customers, penetrate new accounts daily Exceed sales quotas Manage the first 30 days of change and review the past month's performance, ensure all plans for the first 30 days are completed. Report on progress for the prior 30 day period. Follow up with other Team Members to address immediate needs to establish a level of trust, communication and sense of strong teamwork. Continue to fine tune product knowledge, activity standards and operations. Research and join any professional associations that will help promote specific products and services. (Promote company thru Social Media, i.e., LinkedIn) Review technical materials for continued growth in areas of product knowledge, pricing strategies, actions and account analysis studies. Prepare a pre-call analysis for sales call opportunities to identify customer needs. Meet key influential decision makers within the region and leverage “third party” vendors for leads. (Possible SPIFFS for referrals) Communicate with manager on a regular and as-needed basis. Identify business objectives, core competencies, processes and procedures. Understand current process, procedures, Salesforce.com, Trade Show plans and work flow communications leveraging the office/teams. Secure knowledge of service and product line with complete confidence in representing them for demonstration and Features & Benefits Meet with all teams and explore opportunities to partner. Research and recognize who is the competition and begin to determine their strengths and weaknesses. 30-60-90 Day Regional Sales Manager Plan Meet with Sales Manager, Sales Team, etc. to establish expectations, review forecasts and pipelines, weekly and bi-weekly requirements and processes. Study expeditiously and build team approach within territory, send out introductory emails to all prospects and accounts in the territory. Determine scope of territory in order to develop a prospecting plan. Build immediately on my existing relationships and contacts, introducing them to considering products and services of Noction. Complete all specified company sales, product and procedure training courses/schedules, constantly to increase my knowledge. Submit weekly progress reports to Sales Manager for review. (SalesForce) Plan Details 30 Day Details Days 31 - 60 Details
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