Sales manager planning Pat Ward -January 2017

My experience: there is no faking being a sales leader.
Over twenty years experience as a sales rep, sales manager and partner manager.
Leadership style: mentor and coach
Believe in the process: 30-60-90 day plan
Reinforce high performance culture rooted in:
  • Mission focus
  • Results Driven
  • Individual & team accountability
  • Discipline
First 30 days: Objectives
  • Learn the company culture, products and solutions
  • Get to know the people on the team
  • Find out what motivates, what they like about their job and understand their current challenges.
First 30 Day Goals
  • Team- set up scheduled conference calls weekly to review forecasts
  • Continue to train on Iron Mountain products, processes and GTM strategies
  • Visit HQ to get introduced to key people
  • Review current, prospective, and lost clients
  • Visit key customers and prospects with reps
  • Develop a Sales Plan
  • Open issues?
Inspect what you expect!
  • Weekly documented one-on-one meeting with all reps
  • Weekly team forecast reviews
  • Pipeline calls
  • Monthly marketing calls
  • Quarterly executive business reviews
Account planning
  • 1 - Territory Opportunities/Challenges
  • 2 - Top deals summary
  • 3 - Pipeline and Marketing development
  • 4 - Challenges
  • 5 - Career goals
60 days: continue the product and customer immersion process
  • Refine the territory and account plans
  • Develop a prospecting strategy
  • Review first 30 days plan and activities and adjust if necessary
90 Day Mark
  • Analyze growth of the team over the last 60 days
  • Monitor pipeline and activity - what can we do better
  • Focus on the CR and what happens after 4/28/17
  • UFRS in process
  • Eyes on FY 2017 - is the team ready to overachieve?
Sales Metrics: My top five
  • Total open opportunities per rep
  • Closed opportunities per rep (closed won and lost)
  • Average deal size
  • Win rate
  • Length of sales cycles
Areas of focus
  • Need high profile success stories:. VA hospital project, Google back up, # of pages scanned per week are good examples.
  • Leverage the repeatable and news businesses acquired: Crozer Fine Arts (Smithsonian renovation projects) DHS Immigration FOIA initiates, Box Butler (Military Familes) etc.
  • Regular web casts: One kexamples: Iron Mountain Analytics Dashboard
  • Certify training for the reps on selling value: solutions and customer service (and convenience) which is at the heart of what Iron Mountain offers.
Questions?

Credits:

Created with images by woodleywonderworks - "dangerous driving in the rain + tips"

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