The Guiding Star For New Sales Managers: The 30 60 90 Day Sales Plan
Stepping into a new Sales Manager position can be both exciting and terrifying. You are not only expected to deliver results but also inspire the team to be successful. You will have a limited window to step in the shoes and quickly grow to become a successful leader. It is up to you to plan effectively and take control of the time available at hand and make the most of the resources available to you.
Successful new sales managers rely on the 30 60 90 day sales plan as a tool to drive their onboarding, prioritization and focus on what really matters especially in their early days. They use a 30 60 90 day sales plan as a general framework for success, outlining their goals and maximizing their output by thinking and planning ahead.
Some of our users in sales leadership roles have generously shared what has made them successful and what pitfalls to avoid. We have made these insights available to you along with links to templates that will give you a great starting point to build your very own 30 60 90 day sales plan.
The 30 60 90 day sales plan for Sales Managers should be designed in a manner that allows new Sales Managers to understand the product, the process, and the people involved, making effective strategies and plans in accordance with their priorities.
In this blog, you will learn ideas on how to build an effective 30 60 90 day sales plan
With that said, let’s dive in deep into ideas and examples to create the 30 60 90 day plan sales manager.
Creating a 30 Day Plan
Learn, Understand, and Build Your Knowledge.
As with everything, the first aspect of the 30-day plan is to grasp as much as possible of the company culture, strategy, goals, and people. Familiarize yourself with the company and understand your role within the existing structure. Don’t be in a hurry to move on to the execution of plans. Integrate yourself within the company and understand what is expected of you as a Sales Manager.
Once you feel sufficiently informed about the company’s strategy, ethics, product, and goals, move on to your planning phase. Take inspiration from your company’s past successes and failures, and how you, as the new Sales Manager, can optimize the process and utilize/change the existing model to better fit the company’s needs.
What to include in your 30-day plan.
- Settle Down
Here’s where you account for the transition and take control as a Sales Manager.
i) Memorise the organization chart and take control of the schedules.
ii) Set up one-on-one meetings with your team to get a deeper understanding of your team and to build trust.
iii) Understand the current operating rhythms through regular meetings.
iv) Immerse yourself in key documents.
2. Clarify Mandate
One of the key components of a good 30 60 90 day plan is to account for the transition and to understand the mandate dictated by the company.
i) Understand the Sales Head’s appetite for change, perception of sales’ challenges, and the drivers of these challenges.
ii) Understand any shortcomings of the previous Sales Manager.
iii) Learn who the Sales Head trusts — or doesn’t trust — and why.
iv) Begin to understand the leadership bench and next-generation seller workforce.
3. Define Role Effectiveness in New Organisation
This is where you understand your role within the company and how you plan to take control of the operations within the sales team.
i) Focus on leader-owned resources and priorities for individual performance.
ii) Use and contribute value throughout the enterprise.
iii) Give input to and take input from salespeople, cross-functional peers, and leaders to improve the broader enterprise.
iv) Facilitate sales team performance, rather than direct it.
v) Connect teams with those who can enhance and benefit from the team’s performance.
vi) Push information to and pull value from multiple teams, ensuring team contributions receive the resources and visibility needed for success.
Creating a 60 Day Plan
Analyze deeply and start planning execution.
Analyze in detail your company’s core processes because it’s time for you to start executing some of your ideas and plans.
By this point, you should be able to better evaluate your company’s management system as you become familiar with your team, your superiors, and your company’s partners. It is now time for you to take on greater responsibility in terms of providing results and ensuring greater output from your role as a Sales Manager.
What to include in your 60-day plan.
- Establish Relationship with Key Stakeholders Enterprise-Wide
Build a relationship with everyone involved in your company’s core processes.
i) The Sales Head — Solidify your working relationship with the Sales Head/or your manager.
ii) Key stakeholders from peer functions — Individuals from marketing, HR, finance, IT, etc. can provide valuable insight that will help shape the direction of your strategic vision and identify opportunities for functional improvement.
iii) Key customers — These strategic accounts provide outside-in insights to help shape and validate your initial plans for functional improvement; their perspectives are critical to understanding how your best customers buy and use your products or solutions.
2. Build Team Trust
Trust, responsibility and credibility are key characteristics of a successful Sales Manager.
i) Make a personal connection by letting the team get to know you, not just getting to know the people on the team.
ii) Be transparent on what you do and don’t know to avoid information gaps that could prompt speculation and false rumors.
iii) Show competence by demonstrating your skills and openly acknowledging gaps, which can boost credibility in areas you know.
3. Develop Your Personal Brand
Understand your and your company’s priorities, keeping in mind your own career growth and the company’s trajectory.
i) Conduct an in-depth listening tour and maturity assessment to identify and prioritize new standards and goals for the sales organization
ii) Quickly understand organizational priorities.
iii) Understand the full extent/scope where the predecessor underperformed.
iv) Clearly define strategic priorities with executives.
v) Strengthen relationships affected by underperformance.
vi) Explicitly signal continuity or discontinuity based on the performance of the predecessor.
vii) Continue successful activities and operations.
viii) Identify focused opportunities for improvement.
Creating a 90 Day Plan
Evaluate, Experiment, and Emerge as a Trusted Leader.
By this point, you should already be extremely familiar with your company’s processes and the metrics for evaluation. Your goals and your company’s expectations should be perfectly aligned at this point, and all that should be left is for you to evaluate your position in the company, as well as your plans for the future of sales within your capacity as a Sales Manager.
Communicate effectively with your team and management to get everyone on the same page. Assess what’s working, and what needs to be changed. This is where you emerge as a leader in your position, and you should have a team behind you that trusts and respects your abilities and decisions.
What to include in your 90-day plan
- Make Broader Assessments
Analyze your company’s successes and failures, and plan where to go from there.
i) Assess the organization’s culture.
ii) Assess current commercial performance in a robust way.
iii) Evaluate sales talent and resources.
iv) Assess organizational structures, technologies, and processes.
2. Create and Communicate Priorities
Strategize how to pursue your and your company’s goals, using effective business practices.
i) Deliver a collective quick win related to an enterprise strategic initiative.
ii) (Re)define operational and strategic priorities.
iii) Communicate your strategic priorities
3. Create and Adhere to a Measurement Plan
Prepare a measurement plan to optimize your functions and work according to feedback.
i) Measure progress against strategic priorities.
ii) Measure current functional effectiveness and maturity.
iii) Measure the function’s current maturity.
30 60 90 day Sales Plan Template Examples you can use to build your own 30 60 90 day sales plan
30 60 90 day sales plan templates can prepare you for an effective transition from someone just finding their footing within their position to someone integral to the core processes of a company These should be built thoughtfully and methodically to be effective. Last but not least, plans need solid execution to be impactful.
Here is another great presentation that can be used for sales planning. —
View Demand Planning Presentation
In case you want to learn more in detail about goal setting in the 30 60 90 day plan, please refer to our blog on the 30 60 90 day plan.
SlideUpLift has a vast library of powerpoint templates related to sales. So, check out more sales management templates.
Wish you happy onboarding and plenty of impact in your new role.
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Originally published at https://slideuplift.com on February 25, 2021.
