nick gardner 30-60-90 & v2mom

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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

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Page 1: Nick Gardner 30-60-90 & V2MOM

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

Page 2: Nick Gardner 30-60-90 & V2MOM

Days 1-30: Learning Stage

Page 3: Nick Gardner 30-60-90 & V2MOM

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.

Page 4: Nick Gardner 30-60-90 & V2MOM

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)

Page 5: Nick Gardner 30-60-90 & V2MOM

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)

Page 6: Nick Gardner 30-60-90 & V2MOM

Day 30-60

Page 7: Nick Gardner 30-60-90 & V2MOM

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

Page 8: Nick Gardner 30-60-90 & V2MOM

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)

Page 9: Nick Gardner 30-60-90 & V2MOM

Day 60-90

Page 10: Nick Gardner 30-60-90 & V2MOM

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

Page 11: Nick Gardner 30-60-90 & V2MOM

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.

Page 12: Nick Gardner 30-60-90 & V2MOM

V2MOM

Page 13: Nick Gardner 30-60-90 & V2MOM

Vision

Page 14: Nick Gardner 30-60-90 & V2MOM

What do I want to do?

Be the top performing SDR in my class at the

end of three months

Page 15: Nick Gardner 30-60-90 & V2MOM

Values

Page 16: Nick Gardner 30-60-90 & V2MOM

What is most important about my vision?

•  Work ethic •  Accountability

•  Curiosity

•  Honesty

•  Ambition

•  Continued learning

•  Passion

•  Value added

•  Resilience

•  Empathy

Page 17: Nick Gardner 30-60-90 & V2MOM

Methods

Page 18: Nick Gardner 30-60-90 & V2MOM

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

Page 19: Nick Gardner 30-60-90 & V2MOM

Obstacles

Page 20: Nick Gardner 30-60-90 & V2MOM

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.

Page 21: Nick Gardner 30-60-90 & V2MOM

Measures

Page 22: Nick Gardner 30-60-90 & V2MOM

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

Page 23: Nick Gardner 30-60-90 & V2MOM

Mahalo!