danbad

BDR

30/60/90 day plan

Fam,

Tomorrow I have a final interview with one of my target companies and am seeking your input. The role is for an SDR position... maybe not impressive but I've been trying to break into tech sales for the past month and see this as a massive opportunity. This year has been one of my most challenging years to day and I NEED this role. Its exactly what I'm looking for - my managers seem like reasonable guys and made me feel like they care about my success, I absolutely love the product and vector, and the company is on a huge growth trajectory.

Outside of prepping for the interview with basic behavioral questions I want to blow them (pause) out of the water.

I plan on doing this with a 30/60/90 day plan. From your perspective, what should an SDR include in this plan to make a lasting impression? What actions would you want to see? What metrics would you want to hit on?

This would be my first tech sales role. I've completed the TECHSALESU bootcamp which was helpful and gave me a foundation of knowledge.

Appreciate your insight

❤️ Bravado Community

🤝 Interviewing/Offer

12

20 comments

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Telehealth_2the_Moon

Notable Contributor

6

Director of Business Development

Honestly you're ahead of the game with thinking about things like this. The biggest piece of advice I have is to keep it open and flexible. I would present your plan as a "draft" or something similar, and then point out areas that might change after getting hired.

Ex. "Here I put book my 4th meeting by X date, but I'd need to check with MANAGER NAME to see if that aligns with his/her expectations"

This shows you are a self-starter (making the plan) but also understand that you fit within an existing system (recognizing it will need to change).

You got this.

danbad

Good Citizen

2

BDR

What was your experience like as an SDR? In your above example, what is a realistic time to book 4 meetings?

SADNESSLieutenant

Politicker

5

Officer of ♥️

You want to blow them? You're halfway there.

30 days - Sponge mode, learn all about industry, become an expert, learn culture, learn ICP, learn Personas, Attend webinars, read articles, self-learning, facilitate 1-1's with key members of the company to learn more. study customer uses and cases

60 Days - Call/email/ linkedin Daily - identify right messaging, set first meetings, continue learning, manage up results and challenges. Learn by failing forward. Seek out process improvements and learn by doing.

90 Days - perfect messaging & outbound process, report results, guide others, continue learning and developing process and messaging and excellence. Peer review results and messaging for continous improvement and development

Something like that.

Sunbunny31

Politicker

4

Sr Sales Executive 🐰

^^advice from someone who is in the trenches, and who should know.

Maybe also take a look at his post from earlier about acing the interview process for some refreshers: https://bravado.co/war-room/posts/how-to-ace-the-interview-process

SADNESSLieutenant

Politicker

0

Officer of ♥️

<3

CuriousFox

WR Officer

1

🦊

Folks not reading killin me softly not one time but two time two time...

danbad

Good Citizen

3

BDR

You’re a beast. Thank you for this input and hope all is well with your double fisting.

Separate question for you as you’re someone I really admire on here. At what point could you recommend taking an extra curricular sales training course?

SADNESSLieutenant

Politicker

1

Officer of ♥️

Always stay educating yourself, never stop learning.

Buy books, listen to audio books, do linkedin learnings. But investing into a formal program? I would do it either

A) ready to take your investment into yourself more seriously
B) can afford it (or can't afford not too)
C) are in a recession and could benefit from bulletproofing your skills
D) having trouble with results and process but have the drive to get there.

I had a mix of all the reasons

Thanks for the kind words <3

danbad

Good Citizen

2

BDR

Ok thanks for this perspective. First step is rocking the interview mañana. Feeling really confident. I’ll revisit the formal program with you in a few quarters after I have my bearings and some war stories.

Real talk tho, I appreciate all your posts and insights on here man. You’re literally everywhere. The community has a lot of respect for you…. Just wanted to echo it and say thanks

SADNESSLieutenant

Politicker

2

Officer of ♥️

AWHHHHHHH, my heart. Thanks so much <3

jefe

Arsonist

1

🍁

This is a work of art.

SADNESSLieutenant

Politicker

1

Officer of ♥️

thanks

SADNESSLieutenant

Politicker

0

Officer of ♥️

Thankyou. Lol

Gasty

Notable Contributor

5

War Room Community Manager

First n foremost, great work on making it this far! I agree with @Telehealth_2the_Moon: your focus seems to be spot on just by thinking about things like a 30/60/90-day plan.

@SADNESSLieutenanthas laid out the plan with perfection already. I can tell you my take (being an ex-bdr, bdr manager) on what your manager would want from you:

1) Faster ramp-up. Like relatively faster than others. Since you're breaking into tech sales, this can be hard but do mention it in the interview if you can.

2) Buyer-persona expertise. Know the kind of buyers of your product, understand how they function, what pains them every day, and how you/your product can be a panacea.

3) Industry knowledge: Most managers do not have it themselves, and love it if someone in the team does.

4) Tech-Stack usage: You can say you're already watching/plan to watch tutorials of self-learning the tools they use (Salesforce / Linkedin Navigator / ZoomInfo / Outreach).

5) Outbound/INbound: Not sure what your role is, but even if it's inbound - do mention something around outbounding. Especially in the case of "what if marketing isn't getting you MQLs, you're left with no option but to outbound"

6) Talk a bit about messaging / linkedin reachouts / loom videos / cold email subject lines / following people on twitter maybe?

I'll leave it up to you how to mix this up and put it in your 30/60/90 day plan!

Wishing you luck @danbad! Come back here and tell us how the interview was.

Diablo

Politicker

2

Sr. AE

Great to know how your thinking here. I haven’t prepared for any interviews that hard so I don’t think I have much to add here. Wish you all the best !

danbad

Good Citizen

0

BDR

Much appreciated

TennisandSales

Politicker

1

Head Of Sales

Do you have an idea of the expectation they would have as far as metrics during these 30/60/90 days?

When i was an SDR by day 30 you should be setting 5 demos a week. But at other companies as long as you could say the script after 30 days you were golden.

Pachacuti

Politicker

1

They call me Daddy, Sales Daddy

I would google 30/60/90 day sales plans. There are literally hundreds of them. Most are relatively the same but I think you get the point of the exercise which is to show you want the job.
I wouldn't appear TOO anxious however. You want them to feel like you know how to do the job but that you're not desperate.

BourbonKing

Valued Contributor

0

VP of Sales

Congratulations on making it this far and good luck! For what it's worth, I never even look at 30/60/90 day plans that candidates bring to the interview. I did at first, but found them to be more distracting than helpful...I'd focus on how unrealistic they were, how they didn't line-up with our business or our expectations, etc.

WhoDey

Opinionated

0

VP of Sales

Comment by SADNESSLieutenant is spot on: 1st 30 days-learn, next 30 days-put into practice, next 30 days (and beyond)-continue to sharpen the saw (refine, rinse, repeat).

Honestly, I think detailed 30/60/90 day plans created by applicants are a waste of time because I've never seen one survive past day 1 on the job. They more important 30/60/90 plan is the one THEY have for YOU.

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