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travelhappy

sales executive

Fire Starter
Contributor

30-60-90-365 day plan and targets for consulting services

hi,


i am a newbie to the group. glad to have joined.


i am a sales executive and am directly responsible for the entire sales cycle from pipeline generation to closure. no inside sales, no marketing, etc to support me.


i work in a consultancy (engineering services) and have been here for several years. my growth and earnings have plateaued and am looking for new opportunities.


I am in the midst of a few interviews and have been asked to present 30-60-90-365 day plans at a systems integration who are in the Oracle SCM/PLM space. this company is about 100 people and closed the last fiscal with $10m approx in revenue. average deal size is in the region of $200k.


for 30-60-90 day plan i am thinking of:

understand company, products, team, customers, competition, differentiation, marketing story, how sales works, build stakeholder relationships, etc.


what i am not sure of is what i think is achievable in year 1 in terms of order booking.


will appreciate views!

๐ŸŽฏ Career Development
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10 comments

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Gasty
Notable Contributor
3
War Room Community Manager
won't they give you, like, targets n shit?
travelhappy
Fire Starter
0
sales executive
they will, but i think they want to see what number i come up with.
saaskicker
Celebrated Contributor
3
Enterprise AE
what your thinking can be done in the first 30 days IMO - they dont want to know how you're going to make friends, learn the marketing story. that's tablestakes for a director, i'd stick to metrics - closed business, meetings with customers, prospecting strategy roll out, get tactical vs. fluffy.
jefe
Arsonist
2
๐Ÿ
Agreed. Avoiding fluff is especially important for something technical like this.
travelhappy
Fire Starter
1
sales executive
i can mention numbers, like how many meetings a month, how much closed business in how many months, how to prospect ... but frankly all this is wishy washy stuff. it is fiction until i join and know what's inside the tin.

but i am guessing what they are interested in not so much the numbers but my approach and whether i can walk the walk, at least at this stage.
saaskicker
Celebrated Contributor
1
Enterprise AE
the whole exercise is fiction. if you have a story to back into the numbers it shows you can analyze a book of business or territory to come up with a plan. the plan doesn't need to be right tbh.

i.e. need 15 disco calls per month, need to close 45% of those at $200k avg deal size to hit X revenue number. i'm spit balling here but plug in a calculator and do something like this.
jefe
Arsonist
1
๐Ÿ
It's definitely all fiction.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
Seriously - google 30-60-90 day Sales Plans. SOOO MANY out there.

They basically want to see what your process is and you know what you're doing.

However, what they should be providing you is their 90 day plan to help you succeed. You are investing in them too and they should reciprocate with their plan to help you succeed.
Kosta_Konfucius
Politicker
1
Sales Rep
I would look at the reps who work there now, there has to be at least one rep who is saying what he sold last FY which you can use
antiASKHOLE
Tycoon
1
Bravado's Resident Asshole
What is it that they told you could be possible or at least trends?

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