1.  Establish appropriates sales rep/account executive recruiting strategy (mix)
 Perform regional evaluation of market factors to guide sales and marketing strategies
 Identify, qualify and prioritize new prospects with individual sales representatives. Conduct sales calls
 Develop initiatives to position Stewart sales representatives as Subject Matter Experts
 Create “best in class” pitch deck and collateral materials customized for each targeted vertical
 Create inter-product initiatives for joint-sales calls and CE programs . Include Stewart ancillary products and services
 Promote sales, service levels and fulfillment exceeding perceived competitor performance
 Communicate strategy, metrics, expectations and accountability to team
 Review individual sales representative action plans and timelines within targeted verticals
 Refine individual action plans and timelines for each existing and targeted key account
 Develop regional sales-plan goals, initiatives and revenue/profit projections
 Commence sales calls and implement marketing initiatives within targeted verticals
 Drive culture and techniques leveraging Stewart’s resources as up-sell and cross-sell opportunities
 Embrace senior management expectations, culture, goals, objectives and priorities
 Cultivate authenticity among co-workers. Establish sales and profit projections within targeted verticals
 Communicate sales management vision and leadership to align sales and marketing functions
 Determine potential advantages and exploit weaknesses of competitors
 Identify industry competitive gaps identifying customer “buying behavior”
 Promote mobile apps, seamless technology and real-time connectivity
 Examine past current, planned sales initiatives and co-marketing strategies
 Evaluate team structure, alignment, channels, initiatives as basis for new and incremental sales
 Review sales cycle; wins and losses. Establish realistic goals for new and incremental individual sales
 Identify, quantify and prioritize existing and targeted customers; determining how we increase their transaction volume
 Establish realtor, lender, builder, developer, residential and commercial sales benchmarks
 Commence participation in customer sales calls and follow-up coaching
 Call on key customers and prospects as up-sell and cross-sell candidates, determining growth potential
 Engage staff individually and in weekly team meetings. Conduct funnel calls
 Continue (inter-product) direct and intermediary sales activities within targeted verticals
 Recruit sales representatives with geographic and targeted-vertical expertise
 Implement team development initiatives and implement coaching and mentoring activities
 Strengthen and broaden geographic presence, focusing on expertise within targeted verticals
 Attend sales calls: enhance individual and team sales techniques and performance
 Support and perform sales initiatives which include:
• Increasing direct sales and intermediary COI sales calls,
• Increasing industry co-sponsored CE Events with vendor/partners
• Increasing webinars, seminars, road shows and town halls
• Increasing SME speaker, presenter, panel participation and industry networking events
• Increasing industry “problem-solved” testimonials, published articles, news feeds
• Increasing Newsletter featuring customers, case studies and sales representatives
SAMPLE ACTION PLAN & TIMELINE: SALES DIRECTOR
Proprietary
Ted Sprink – 2016
Day 1-30
Day 31-60
Day 61-90