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Mike Stevenson 30-60-90 Day Leadership Plan Sales Manager – Sales Development Reps

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Page 1: 30 60-90

Mike Stevenson

30-60-90 Day Leadership PlanSales Manager – Sales Development Reps

Page 2: 30 60-90

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.

Page 3: 30 60-90

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

Page 4: 30 60-90

Strengths

-Motivational and Inspirational-Awesome culture creator-Forecast issues-Adapt quickly-Coaching/mentorship focus-Trustworthy

Page 5: 30 60-90

30-Day Goals

Introduce myself to the people, internal departments, and processes necessary to identify areas of attention and growth opportunities.

Page 6: 30 60-90

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

Page 7: 30 60-90

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

Page 8: 30 60-90

People

-One-on-ones with each team lead-Brief connection meetings with all thirty-eight lead gen reps-Identify key SDRs

Page 9: 30 60-90

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.

Page 10: 30 60-90

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

Page 11: 30 60-90

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

Page 12: 30 60-90

Internal/Process

-Introduce myself to key department teams-AE SMB, mid-market, enterprise-Operations-Marketing

-Evaluate past performance metrics by team and individual

Page 13: 30 60-90

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.

Page 14: 30 60-90

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

Page 15: 30 60-90

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

Page 16: 30 60-90

Growth Strategy

-Develop continued team training strategy-Attract new talent-Implement team lead training and progression roadmap

Page 17: 30 60-90

Summary of Plan and Qualifications

-Team/Individual training strategy


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