1. Gavin Finlayson
90 Day Plan For Success

2. Target Market
• All Firms Within An Agreed Radius Of
Office
• All Inside Sales Roles, Business
Development Roles, Field Sales Roles
• Salary Range - £15k - £40k
• Quicker Wins, Shorter Sales Cycle First
• Agree Prospect List with my manager

3. Tools For Success
• Reed Database & Reed.co.uk
• Linkedin
• Yell.com
• Existing Relationships
• Marketing Literature
• Leaflet Drops
• Face to Face Calling
• Ads in National & Local Press
• Networking

4. What is the first 90
days?
• It is about making an impact in the market place
• It is about understanding the competition
• It is about making Reed attractive against
competitors
• It is about change
• It is about fresh ideas
• It is about creating a plan
• It is about showing we have real potential
• It is about growth – revenue & profit
• It is about WINNING!

5. Making a Start
• Meet with my Manager
• Discuss expectations
• Set realistic goals
• Establish their definition of a ‘stellar’ performance
• Introduce myself to team mates
• Familiarise myself with the computer systems
• Complete any required training

6. What are the most important things?
• LISTEN!
• Sell
• Lead
• Inspire
• Motivate
• Develop reputation and brand
• Delegate where necessary
• Build on previous successes within Reed
• Become part of the team
• Question the status quo where applicable

7. Making Contact
• Determine correct contact and preferred
method of contact
• Set call objectives
• Establish trust and rapport
• Establish whether currently using recruitment
firm
• Establish purchasing procedure & confirm
terms of business

8. Making Contact
• NEW TO USING A RECRUITMENT COMPANY
– Establish current recruitment method
– Outline benefits and savings of using a recruitment firm
• HAVE EXISTING RECRUITMENT PARTNER
– Explain USP’s of Reed
– Check If there is a renewal date on current supplier
– What I need to do to be their next supplier
– Check whether they have an ‘approved supplier’ list and
whether Reed can be added

9. Be Prepared
• HAVE READY:
– A description of Reed’s offering using clear and
concise wording
– A list of available services and options
– List any major clients that Reed already deal
with
– Outline any business you have done with a
similar organisation
– Trade brochure

10. Selling Reed Sales to Existing Clients
• Ensure existing clients are regularly account
managed throughout the first 90 days and
rapport is in place
• Establish any areas where Reed Sales could add
value to the client
• Research competition to establish strength of
position within the marketplace
• Make a clear case for Reed’s ability to deliver
across all types of specialism –’one stop shop’

11. Review After 90 Days
• Meet with Manager to revisit expectations
• Evaluate my performance
• Pinpoint areas for opportunity
• Review results from initial prospect list
• Ask all contacts for referrals

12. What People Think of Me
“Gavin is brilliant at managing and developing profitable business relationships, as
well as helping
his team mates achieve their targets too”.
David Zemy, Business Consultant
“Gavin consistently demonstrates his willingness and enthusiasm to go the extra
mile to deliver
great results for both colleagues and clients”
Ian Hicks, Business Change Consultant, CFK
“Gavin is an excellent relationship builder and I enjoyed the challenge of being a
member of this
team at Unique Distribution. I'd recommend him wholehearted to any sales or
management role”
Steve Spencer, Account Manager, Unique Distribution
“Straight forward and honest, a pleasure to work with”
Robert Rees, Principal Consultant, Vertex Solutions

13. Summary
• The first 90 days are critical for success
– But the next 275 days are equally important
• It is about building lasting relationships
• It is about having a plan that is flexible
• It is about establishing the ‘new’ team
• It is about delivering, motivating & developing
• It is about creating & executing a clear strategy &
vision for continued growth
• It is about leading from the front, winning &
retaining profitable business.

14. Sectors
IT
Media
Telecommunications
Finance
Information
Document management
FMCG
Graduate