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Sales on-boarding 30-60-90 day plan - Oct 2014
1. Sales On-Boarding: 30, 60, 90 Day Plan
First 30 Days First 60 Days First 90 Days
Process
Read publically availableguides we’ve
written and/or shared
Read sales books that the sales team
tries to followand adhere to
Read the Sales Playbook to
understand our sales process and
activities
Have 1-on-1s with your manager to
set clear goals
Shadow a peer to learn best
practices,focus on basics to start
with
Build your Territory & Account Plan
Know the objections we hear and our
qualifying questions
Have 1-on-1s with your manager for
pipelinemanagement & coaching
Understand how to drivea sequence
of events to manage the sale
Understand why your services
differentiate your company
Learn how to work with your alliance
partners
Start learningthe more advanced
activities of your sales process,such
as doinga proof-of-concept
Know how we recognize a real
opportunity and how to move a deal
forward
Have 1-on-1s with your
manager for Deal-Level and
Skills-Focused coaching
Understand your forecast,
how to manage it, and how
to report it
Create a plan to work with
partners to augment your
Territory Plan
Know how your company
negotiates (the gives and
takes)
Learn what your red flags
are duringa sale
Products
Watch product and customer videos
Review the opening/introductory
pitch and related call scripts
Review horriblefollow-up e-mails and
good e-mail tips
Review and practicethe current sales
pitch
Master the sales pitch with different
personas and industries
Master givingan overview demo
Learn additional details aboutyour
solutions
Learn the pricelistand your
discountingpolicies
Learn the add-on business
and products for your
company
Tools
Start with the basics of
Salesforce.comand similar tools,
focusingon the fields to know and
how to use it
Advance to some “tricks of the trade”
from peers on the tools they use
most often
Customize the tools so they
work the way you need
them to work
Industry
Understand the basic concepts of the
thing you’re selling
Understand the basic concepts of the
industries you’resellingto (or specific
job functions if you’re cross-industry)
Learn how to run an efficientand
effective sales meeting with a clear
agenda, goals and next-steps
Review customer casestudies
Join industry-related groups
on LinkedIn
Followand read influential
industry-related blogs
Last updated:October28, 2014
Contact BrianGroth withquestions:
LinkedIn:http://www.linkedin.com/in/bgroth/
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