nick gardner 30-60-90 & v2mom
Post on 08-Jan-2017
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Nick Gardner's’ 30-60-90 Day Plan & V2MOM
How I will achieve success in my first 3 months at Salesforce
Corporate Pres – PowerPoint Template – 4x3 FY14.pptx
Days 1-30: Learning Stage
Gain Product, Company, and Industry Knowledge • Enroll and complete Salesforce new hire boot camp. • Establish a thorough understanding of Salesforce products,
internal systems, procedures, competitors and organization vision.
• Read, read, and read to become familiar with concepts, themes, and Salesforce strategic selling tips.
• Identify major trade publications, thought leaders, and other relevant news sources to understand audience
• Take other reps on team out to lunch to seek advice. Identify top performers and take them out to lunch to find out how they set themselves up for success.
• Contribute one new spiff idea that brings the team together for happy hour.
Sales Skill Development • Find power users of the Salesforce tool and solicit one on
one help to become an expert in the sales tool.
• Pair up with a mentor/coach to walk through initiatives, vertical challenges, and product footprint inside Salesforce.
• Identify what resources are aligned to Salesforce and how to best engage them to continue learning.
• Know common objections and qualifying questions
• Get fully ramped up on how to effectively use Chatter
• Pass necessary Salesforce Certification tests
• Develop a firm understanding of companies sales process, cold Calling 2.0, the SDR playbook and complete Sandler Training (Pain/Gain Funnel)
How to Stay on Track?
• Set specific, measurable, attainable, relevant and timely goals.
• Meet with Sales Manager, Sales Team, etc. to establish expectations, review forecasts and pipelines, weekly and bi weekly requirements and processes.
• Pinpoint one or two areas to work on per month, then track performance diligently.
• Complete V2MOM with manager (SEE THE END OF THIS POWERPOINT FOR PERSONAL V2MOM)
Day 30-60
Sales Skill Development
• Read up on companies buyer personas, study most successful customers, and learn why closed-won customers bought product
• Interact with clients of all levels, in a variety of industries and across a broad geographical area to get a better sense of prospects that are worth reaching out to.
• Ask experienced SDR’s for best practices on responding and qualifying incoming web and phone inquiries
• Understand best practices for maintaining active engagement with new and existing leads through creative follow up communications designed to increase customer interest in product
• Get comfortable disqualifying prospects
How to Stay on Track?
• Review organizational sales benchmarks • Sit down with manager and identify top-level metrics
Examples: - # of completed meetings with decision makers
- Number of qualified opportunities created from inbound leads or target accounts
- Total amount of pipeline generated
- Lead to close ratio
- Average number of touch points before a successful connection with a prospect
- Percentage of opportunities won by lead source
- % of opps that fell through (and why)
Day 60-90
Continued Development
§ Shadow sales engineers, technical experts or tenured reps on their demos to see how they position the product for a prospects specific needs.
§ Sit in on sales calls with AE to better understand how to handle objections and better understand how to counter them
§ Have 1-on-1’s with manager skill-focused coaching
§ Understand my forecast, how to manage it and how to report it
How to Stay on Track?
• Continue to… - Set specific, measurable, attainable, relevant and timely
goals.
- Review organizational sales benchmarks
- Meet with Sales Manager, Sales Team, etc. to establish expectations, review forecasts and pipelines, weekly and bi weekly requirements and processes.
- Pinpoint one or two areas to work on per month, then track performance diligently.
V2MOM
Vision
What do I want to do?
Be the top performing SDR in my class at the
end of three months
Values
What is most important about my vision?
• Work ethic • Accountability
• Curiosity
• Honesty
• Ambition
• Continued learning
• Passion
• Value added
• Resilience
• Empathy
Methods
How will I get the job done • Set expectations with my manager • Find mentors within the organization
• Establish a good cadence with the salesperson I am booking meetings for
• Shadow calls effectively
• Get comfortable picking up the phone
• Prioritize my time
• Define what trigger events help find good-fit prospects
• Find the sweet spot between the under and over qualification
• Get comfortable disqualifying prospects
Obstacles
Obstacles: What challenges, problems, and issues might stand in the way? 1. Lack of experience overcoming sales objections. - Be proactive when dealing with this.
- Practice probing deeper to understand the core of an objection
2. Learning the sales language
- Some Salesforce terminology and sales processes may be different from ones I have been previously exposed to.
- Make a point in the first few weeks to eliminate these challenges by meeting with experienced reps and reading up on company sales resources and docs.
Measures
How will I know when you’ve succeeded? • Set smart, measurable, attainable, reasonable, and timely
goals each day, week, and month…. Meet these goals
• Exceed all of the following benchmarks and KPI’s set by my manager:
• Enjoy the work I am doing and the people I am working with • Effectively have integrated into the Aloha spirit
• Have taken part in at least three community opportunities
Mahalo!
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