Send the link below via email or IMCopy
Present to your audienceStart remote presentation
- Invited audience members will follow you as you navigate and present
- People invited to a presentation do not need a Prezi account
- This link expires 10 minutes after you close the presentation
- A maximum of 30 users can follow your presentation
- Learn more about this feature in our knowledge base article
Do you really want to delete this prezi?
Neither you, nor the coeditors you shared it with will be able to recover it again.
Make your likes visible on Facebook?
You can change this under Settings & Account at any time.
TSG - 30-60-90 Day Plan
Transcript of TSG - 30-60-90 Day Plan
From the leadership team what is expected of me
Financial objectives and win strategy for Y1
Defined territory, potential quick wins
Best strategy to market
Competitor analysis - Including legacy products
Clients and prospects
Potential opportunities already in pipeline
KPI requirement to build success
Immerse myself in ABS technology stack
The ABS culture
ABS sales strategy & processes pertaining to my line of business.
Determine best route to markets utilising multi media
Along the way:
Take on new challenges
Always giving 110% effort
Learn something new everyday
New Business Development Manager
7th January 2014
Something Quirky About Myself!
Execute the Plan
Is it the Plan?
The Execution f the Plan?
Building a Roadmap for Success
Pre 30 Days
To become an integrated and contributing member of the ABS sales team as quickly as possible.
Achieved by building relationships with team members and customers, learning systems, products.
Seeking, proposing, presenting and singing new business opportunities across the whole of the ABS suite of products for net new customers
Transferable sales achievement across many sectors
Consultative, solution selling skills
Strong C-level/board level communication, presentation skills
SME’s and large corporate organisations
Closed high volume £5-£20k deals
Strong business relationship builder at all levels
Presented on webinars and at conferences
Ability to manage concurrent sales cycles effectively, forecast deals accurately
Work and sell with the philosophy of treating the cause not the issue
Extremely dedicated, resourceful and ambitious
Interaction with senior executives across multiple industries
Ability to create demand generation through to closure of deals
Why I am Suited to the Position
Begin the process of building professional relationships,
Marketing - To determine current plans in place and to develop a team approach for winning new clients
Pre / After Sales Management and teams to understand the full transition process
Current Sales Team - Meet and Shadow to tap into their experience to help determine current and best win strategy. To also understand their challenges in meeting goals.
Bond with successful sales peers. Study their successful processes, observe telephone and in person sales techniques. Pattern their marketing campaigns
To build relationship with internal teams to determine individual motivators and to determine KPI requirement for success
To turn in paperwork, reports in a timely manner
Study to improve product, services and industry knowledge
To build on any opportunities in pipeline and begin building 3 X target pipeline, continually updating CRM
To further build my corporate value proposition
Meet with Line Manager to ensure & Review all plans for first 30 days are completed
Marketing strategy and amend where required
KPI for appointment generation
Internal relationships and continue to build
New revenue and opportunities
Long term sales plan based on information obtained from Sales Leadership & Sales team
Strategies designed to overcome competitive threat
knowledge of products and services in line to be able to present confidently
Opportunities already in pipeline and with net new opportunities
Partner networking opportunities to strengthen relationship
Devise the Plan
Don't Miss the Gorilla in the Room!
My understanding of the Legal Sector
Challenges Facing Law Firms!
Meet & Build:
My understanding of the Legal Sector
How I make a difference
30-60-90 Day Plan.
Something quirky about myself .
Large - More than 25 Partners 2%
Medium - 3-25 Members / Partners 18%
Sole Practitioners - 1-3 Members / Partners 80%
Significant part of the economy equivalent to 1.8% of the country's GDP
Legal Reform / Governance
Legal Services Act
Solicitors Regulation Authority
Legal Services Board
Drive in Efficiency
Retain & Grow Customer Base
Alternate Fee Structure
Attract & Retain Talented Workforce
Similarities with dentistry are endless
Approximately 11,100 private practice law firms in the UK;