Strategic Plan to achieve quota?

Whats up all.

My CEO has asked me to present to him my 'strategic plan' to meet my numbers and quota. I'm not a sales leader and have not written a strategic plan before so I'm feeling a little lost on where to start.

Does anyone have some feedback on what you'd do?

I'm part of a 10 person company, I'm based in the UK on my own and the only AE in EMEA. We are required to provide weekly updates on our activities (pipeline, deals etc.) so I'm not quite sure what to present to reassure him that everything is okay.

He's just sprung this on me for tomorrow so haven't had an opportunity to clarify with him because of different timezones.

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CuriousFox

WR Officer

🦊

Give him everything you can factually present and make it clear it's based upon his last minute request.

braintank

Politicker

Enterprise Account Executive

They want a strategic plan in <24 hours?

TheOverTaker

Politicker

Senior Account Executive

seems like a pretty unrealistic ask...did something spark this? Have you gotten a chance to clarify?

If not I think the best move might be to break down the processes you are currently in to close some of your deal (preferably the larger ones). Maybe outline some pain points you are running into or something?

Again doesnt seem like much time if he wants real detail

funcoupons

WR Officer

👑

Wondering what prompted this. Are you struggling to meet your quotas (either long or short term?) Are all AEs being asked to do this or just you?

Woody

Politicker

Business Development Executive

So to start out I suspect he's asking for a tactical plan (what are you physically going to do to get the results).

To me a strategy would be about identifying the market you're trying to serve how you want to serve them, pricing, market segments etc.

The first thing I would do is evaluate the sales pipeline results of the entire company. To get x amount of sales what level of activity was required in all the pipeline stages.

I would also get the average deal size.

Then I would take my quote number and work back from there.

Example

Activities:

Conference Visits - 10 leads - 2 opportunities - 1 sale (times average deal size)

Cold calls - 200 leads - 100 opportunities - 20 sales

Inbound leads - 100 leads - 50 opportunities - 10 sales

Chanel sales - 10 leads - 2 opportunities - 1 sale

*Your activities and pipeline stages will be specific to you.

You need to reverse engineer from past performance what you need to do on a daily, weekly, and monthly basis to hit the sales quota.

If past information is not available you need to make it up.

If you don't have extensive experience in this industry your ability to make it up will be non-existent so I hope their is some past history there.

The bonus is that most sales teams suck pretty hard and if their is a past history it will be easy to demonstrate how much better your performing compared to the team.

LordBusiness

Politicker

Chief Revenue Officer

Sounds like the CEO is getting restless, but less than a day doesn’t seem like enough time to put together a “strategic plan” I’d focus on identifying for the CEO the target accounts in your ICP, key contacts at those accounts and how you plan on attacking them….this is going to be your best bet on the short timeline

Blackwargreymon

Politicker

MDR

seems like a pretty unrealistic ask...did something spark this? Have you gotten a chance to clarify?

Diablo

Politicker

Sr. AE

Don't think you should sweat, present your pipeline along with the timeline. Have all the numbers ready.

justatopproducer

Politicker

VP OF SALES -US

First, id ask to make it with him. I always do that, then double or triple metrics for my personal goals.

Tres

Politicker

Account Executive

At this point you may have already presented, so if that's the case I'm curious how it went. However, my advice would be to present to him you're current plan - you likely have some plan or methodology already of how you do business and how you acquire new customers, so maybe just taking what is your "normal strategy" and presenting it formally would be sufficient here?

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Strategic Plan to achieve quota?

21 comment

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