Starting Plan

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Starting Plan

(If you are not in Sales, please adapt concept to fit your career goals) (You also can do The First 100 Days)

Brian Alger

$3,000,000 quota

I. First 30 Days

A. Training

1. Product

2. Goal: 125% by the end of the year ($3.75 mil)

a. Pipeline need to be 3 times quota ($2.82 mil/quarter)

b. Need 15 prospects to cover quarterly pipeline ($200,000 avg. order size)

3. Sales: The Repeat Software approach

a. Who meets the Profile? And what are their driving forces?

b. What is our approach, or strategy?

c. Value statement

d. 1, 5, and 30 minute “commercial” discussion points on our product and company for phone prospecting

B. Prospecting

1. Identifying: Top prospects, current contacts

2. Targeting: Areas in which we win, or have an advantage

3. Strategies: Leverage all of my resources

4. Partnerships: Discover and leverage our good resources, current customers, and VAR’s

C. Build relationships within: Maximize resources

1. Manager: Gatekeeper and trainer

2. SE’s: Increase technical knowledge

3. Inside sales/marketing: For leads and seminars

4. Admin/Legal: To simplify paperwork in the future

II. 60 Day

A. Training

1. Competitors

2. Buying Influences

3. Proposals/Presentations

4. Paperwork/Order forms

B. Prospecting

1. Top Industries

2. Top Accounts

3. Mail Campaign

a. Create awareness of our company and products

b. This will help to find real opportunities and real contacts

C. Building Relationships

1. Partners:

2. Leverage Previous Customers

III. 90 Day

A. Training

1. Product refresher

2. Business process: When in opportunities, how to stay in? Why do we win?

3. Closing techniques

B. Prospecting

1. Building pipeline constantly: Personal/Myself, Partners, etc.

2. Finding real prospects each week

3. Quarterly seminars

C. Building Relationships

1. Leveraging resources, building relationships in accounts, and capitalizing on opportunities

D. Closing Business