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Mike Stevenson
30-60-90 Day Leadership PlanSales Manager – Sales Development Reps
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Agenda-Background/Strengths-30 day Goal and Plan -60 day Goal and Plan-90 day Goal and Plan-Summary of Qualifications
Please feel free to ask any questions throughout the presentation.
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Background
-Internally promoted from entry-level sales rep to Director-level within four years. -5+ years lead generation experience-4 years sales management-Top Sales Manager of 62 in 2011-Relocated to Seattle to rebuild struggling market
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Strengths
-Motivational and Inspirational-Awesome culture creator-Forecast issues-Adapt quickly-Coaching/mentorship focus-Trustworthy
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30-Day Goals
Introduce myself to the people, internal departments, and processes necessary to identify areas of attention and growth opportunities.
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Introduction
-All Lead Gen Team Introduction-Meet with Brad Hainer-Meet with James Gallagher and Nathan Cowan-Spend time with Maggie Peressini and John McEntyre
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Internal/Process
-Familiarize myself with team culture-Learn sales process-New hire/On-boarding training-Follow lead conversion from start to finish-Uncover key performance indicators for top SDRs
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People
-One-on-ones with each team lead-Brief connection meetings with all thirty-eight lead gen reps-Identify key SDRs
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60-Day Goal
Identify morale hot spots, potential team sales coaching opportunities and performance issues, hiring and recruitment philosophies, and individual motivators in order to implement a metrics-based improvement plan.
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People
-Team event to build culture-Engage Eric and Brian with daily meeting-Institute one-on-ones with each direct rep-Recognize key performers for incentivized metrics-Evaluate AE/MDR/SDR partners for effectiveness
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Sales Process
-Understand sale from start to finish-Elaborate customer value prop by vertical-Gather feedback from range of prospects-Spend time listening to qualification calls
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Internal/Process
-Introduce myself to key department teams-AE SMB, mid-market, enterprise-Operations-Marketing
-Evaluate past performance metrics by team and individual
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90-Day Goal
Utilizing KPIs uncovered in the first 60 days, implement a plan to measure improvements, recognize and advance top performers, and coach/mentor team leads and direct reports to improved performance and progression.
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People
-Implement appropriate personnel changes that will lead to momentum building wins-Place top performers and key SDRs on progression plan to team lead position-Develop individual coaching and motivation strategies based off one-on-ones
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Internal/Process
-Work with Brad to organize cross-team meetings/trainings to further integrate and motivate SDRs with AEs-If appropriate, make changes to some of the AE and SDR relationships by creating a mentorship model
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Growth Strategy
-Develop continued team training strategy-Attract new talent-Implement team lead training and progression roadmap
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Summary of Plan and Qualifications
-Team/Individual training strategy