SALES ACTION PLAN

SALVATORE BIANCO

30 DAY PLAN • MEET WITH INTERNAL TEAM MEMBERS

• SET EXPECTATIONS WITH SALES TEAM

• UNDERSTAND FINANCIALS OVERALL AND BY AREA • FOCUS ON ANY AREAS THAT ARE LAGGING ON PRICE AND VOLUME

• REVIEW AND UNDERSTAND COST RELATED TO PRICING FOR MAJOR CUSTOMERS

• CONTINUE SEAMLESS INTEGRATION IDENTIFY AND INTRODUCE MYSELF TO DECISION MAKERS OF TOP CUSTOMERS

• UNDERSTAND 90 DAY OPPS IN PLAY THAT NEED IMMEDIATE ATTENTION

• SALESFORCE REVIEW FOR 90 DAY ACTION PLAN

60 DAY PLAN

• CONTINUE TO FINE TUNE PIPELINE KNOWLEDGE AND OPPORTUNITIES

• TRAVEL TO MEET DECISION MAKERS AND THEIR TEAM

• PERFORM SWOT ANALYSIS – TO AID IN BUILDING STRATEGY

• RESEARCH AND UNDERSTAND CURRENT MARGIN AND BEHAVIOR ON KEY CUSTOMERS

• IMPLEMENT SALES AGENDA FOR FRIDAY SALES MEETINGS

• PROPOSAL – ACCURATE AND TARGETED FOR ALL MAJOR PRESENTATIONS

90+DAY PLAN

• WHO NEEDS FOCUS TO INCREASE SALES? • ARE WE CROSS SELLING AT EVERY MEETING? DO ALL OF OUR CUSTOMERS KNOW ABOUT OUR CAPABILITIES? • ASK QUESTIONS – DON’T ASSUME WE KNOW THE ANSWERS EVEN THOUGH WE HAVE WORKED WITH THEM FOR YEARS!

• WHAT CUSTOMERS/JOBS ARE IN JEOPARDY?

• BUILD CALENDAR FOR 2017 WITH MARKETING

• PERFORM SWOT ANALYSIS – TO AID IN BUILDING STRATEGY • PEOPLE – TOOLS – GEOGRAPHIC AREAS • BUILD STRATEGY INCORPORATING BUDGET –QUOTAS- CUSTOMER NEEDS/WANTS