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90 Day Sales Plan

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Mark Stolte

on 22 April 2016

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Transcript of 90 Day Sales Plan

First 60 Day Activities
Review activities from first 30 days with Manager

Strategic & Development Accounts
Continue to advance Q1 and inherited opportunities

Fully understand hierarchy and decision making process management, executive, procurement, etc.

Leverage data from CSMs, CX Evals, Compliance, product utilization, and past QBR info to establish business case and proposals

Leverage strategcic CX Assets; Jourmey Mapping, RME, Product demonstrations, and CX assesments

Nurture and Development Accounts
Consistent weekly prospecting and dedicated time in field; 3+ meetings per week

Regular checkpoints OD and BDR to alignment on account attack plan

Identify 2 net new opportunites to pursue

First 90 Day Activities
Building Repeatable Process
Gain understanding of client needs; build a business case that is clearly identifiable across similar accounts and replicate

Build a vertical focus and execution strategy with supporting client success stories

Build target personas and understand personal, professional, and economic drivers

Establish strong relationships with current accounts to drive strong client references and shorten sales cycle

Develop dynamic and compelling sales pitch and supporting materials to support new business development efforts.

Preliminary Activities

Sharpen existing skills; sales plays ,elevator pitch, phone/email scripts, objection handling, etc.

Levearge ELMO file to prioritize engagements for (A) Strategic, (B) Development, and (C) Nurture accounts

Account whitespacing; Align to Oracle solutions, competitors, understand existing Oracle footprint

Levearge Sales tools i.e. LinkedIn, Twitter, Hoovers to build contact map

Account research utilzing key finaicial reports (i.e. 10-K) to understand corporate objectives

Introductions and account review to supporting account team (BDC, OD Rep, CSM, Solutions Consulting)

Establish mentoring opportunities

Develop vision, value, and mission statement for success

Setting Expectations
Work with Sales Management to:

Review expectations for the first 90 days

Review initial account strategy plan and prioritize goals, objectives within assigned territory

Review revenue goals to determine activity and deal targets to build the pipeline
Open/existing opportunities
Number of deals in forecast and pipeline
Number of deals closed per month
Average deal size target

Agree on focus areas for immediate impact opportunities to drive revenue in first 90 days

Key Activities

Understand existing live opportunities in pipeline and develop plan to closure

Introductions and discovery sessions with strategic (A) accounts to identify customer pain points, compelling event/timelines, solution alignment, and build client roadmap

Begin advancing and forecasting opportunities for Q1 closure

Dedicated outbound lead generation and alignment with BDC/OD on demand generation efforts

Utilze field marketing and parnter events to engage prospects and advance sales opportunities

Establish cross departmental contacts and enable joint selling efforts with Prime ASM's

Building The Foundation:
First 30 days
The Ramp:
Days 31-90
Day 90+:
Running at full speed
Achieve quarterly targets and on track to achieve 100%+ quota for FY17

Opportunity Pipeline at 50% quarterly revenue goal with plan to be at 100%+ withing 6 months

Developed, Vertical based sales strategy to secure new logos

Develop a complete system for building business cases and creating value (ROI)

Build strong client relationships to shorten sales cycle for new accounts

90 Day Sales Plan
Mark T. Stolte
Applications Sales Manager
Review activities from first 60 days and restructure account plans as necessary

Close 2 committed Q1 Opportunities

Have forecasted 4 Upside Opportunities, 6 Pipeline Opportunities

Focus on building Q2-Q3 pipeline with goal 4x-5x quarterly revenue target on a quarterly basis

Continue to refine account plan and review with management

Build repeatable process to leverage key leanings and successes from first 90 days to drive efficiency and shorten sales cycle

Full transcript