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.


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

Made with Adobe Slate

Make your words and images move.

Get Slate

Report Abuse

If you feel that this video content violates the Adobe Terms of Use, you may report this content by filling out this quick form.

To report a Copyright Violation, please follow Section 17 in the Terms of Use.