First 100 days plan for new employees, startup company owners, startup companies, new in town at corporate culture.

1. First 100 days
Strategies & Actions
ERSIN KOÇAL
ersinkocal@gmail.com
linkedin.com/in/ersinkocal

2. AGENDA
u Have A Plan – Process Guide
u Main 3 Phases
u Transition Framework
u First Week Plan
u Basics of Success

3. Prepare
(Before Start Date):
“Get informed”
Phase 1
(1-30 Days):
“Listen”
Phase 2
(31-60 Days):
“Discuss”
Phase 3
(61-100 Days):
“Perform”
Relationships within your sphere
of influence will direct the
success of your first 100 days on
the job – and beyond.
1. Connect with sphere of influence,
2. Enter role feeling prepared and confident,
3. Accomplish the “Priorities” (see. “Foundation for Success” slide) successfully using an
iterative, step-by-step process.
4. Strategize for long-term leadership success.
5. Get buy-in and constructive feedback to drive your initiatives.
Process will allow to…
Informal network
Sphere of
Influence
Informal network
External clients
Internal clients
Peers & HR
Team
You
Manager
Process Guide

4. 3 phases after preparation stage
Phase 1
Phase 2
Phase 3
Determine 100 days’ priorities,
Get informed and make early assessments
Develop assumptions & conclusions
Test assumptions & conclusions
Start building STRATEGIC PLAN
Implement Quick Wins
Update progress on priorities
(1-30 days):
“Listen”
(31-60 days):
“Discuss”
(61-100 days):
“Perform”
First 30th day,
Next 30th day,
Getting action..!

5. Transition framework
People Culture
Product Customer
Process
Communi
cation

6. Transition framework
People Culture
People :
Know Boss; Company Expectations, Style, Feedback
Know Team; Roles, Skills, Structure
Know Partners,
Know Customer,
Network Across,
Identify the Influencers,
Build Trust and Credibility,
Build Strategic Relations,
Culture :
Each organization has got different culture,
Understand the culture and take steps,
Learn the hierarchies and structures,
Understand the things get done,
Ensure BDM role is in harmony with the common culture.

7. Transition framework
Product Customer
Product :
• Understand the current products, solutions, technology stack and their
evolution history
• Listen to the Team on “What Worked Well in The Past”
“What Went Wrong”
“What Need Change”
• Sync with cross-functions to align the expectations
Product Managers,
Sales Managers,
• Review the product features, architecture and design with teams,
• Facilitate brainstorming on products and solutions,
Customer :
• Get familiar with Market & Industry,
• Remember the jargons and target of the Market & Industry,
• Understand the customer segments and the Value Propositions,
• Explore opportunities to interact with a few customers.

8. Transition framework
Process
Communi
cation
Process :
• Understand existing systems and processes
• Strategic Planning,
• Project Initiation,
• Budget Planning,
• Resource Management,
• Product Release Strategy,
• Project Management,
• Change Management,
• Performance Management
Communication :
• Understand the current communication modes, methods
with in the organization,
• Communication requirements,
• Communicate the strategy clearly to the team and the stake holders,

9. First Week Plan
The plan of first week will be organize a
Perfect Plan;
• Process
• Products
• Tools
• Industry
Sales On-Boarding: 30, 60, 90 Day Plan
First 30 Days First 60 Days First 90 Days
Process
o Read publically available guides we’ve
written and/or shared
o Read sales books that the sales team
tries to follow and adhere to
o Read the Sales Playbook to
understand our sales process and
activities
o Have 1-on-1s with your manager to
set clear goals
o Shadow a peer to learn best
practices, focus on basics to start
with
o Build your Territory & Account Plan
o Know the objections we hear and our
qualifying questions
o Have 1-on-1s with your manager for
pipeline management & coaching
o Understand how to drive a sequence
of events to manage the sale
o Understand why your services
differentiate your company
o Learn how to work with your alliance
partners
o Start learning the more advanced
activities of your sales process, such
as doing a proof-of-concept
o Know how we recognize a real
opportunity and how to move a deal
forward
o Have 1-on-1s with your
manager for Deal-Level and
Skills-Focused coaching
o Understand your forecast,
how to manage it, and how
to report it
o Create a plan to work with
partners to augment your
Territory Plan
o Know how your company
negotiates (the gives and
takes)
o Learn what your red flags
are during a sale
Products
o Watch product and customer videos
o Review the opening/introductory
pitch and related call scripts
o Review horrible follow-up e-mails and
good e-mail tips
o Review and practice the current sales
pitch
o Master the sales pitch with different
personas and industries
o Master giving an overview demo
o Learn additional details about your
solutions
o Learn the price list and your
discounting policies
o Learn the add-on business
and products for your
company
Tools
o Start with the basics of
Salesforce.com and similar tools,
focusing on the fields to know and
how to use it
o Advance to some “tricks of the trade”
from peers on the tools they use
most often
o Customize the tools so they
work the way you need
them to work
Industry
o Understand the basic concepts of the
thing you’re selling
o Understand the basic concepts of the
industries you’re selling to (or specific
job functions if you’re cross-industry)
o Learn how to run an efficient and
effective sales meeting with a clear
agenda, goals and next-steps
o Review customer case studies
o Join industry-related groups
on LinkedIn
o Follow and read influential
industry-related blogs
Last updated: October 28, 2014
Contact Brian Groth with questions:
LinkedIn: http://www.linkedin.com/in/bgroth/
Twitter: http://www.twitter.com/BrianGroth

10. Basics for Success
Prioritize this…
Become fully aware of, and integrated into, the corporate culture1
Understand the objectives for first 100 days2
Become proficient with operational tasks3
Complete a thoughtful analysis of team abilities and synergies4
Form a strong internal social network5
Champion corporate goals and strategy6
Produce an actionable long-term plan7
Implement quick-win initiatives8

11. Basics for Success
Prioritize this…
Become fully aware of, and integrated into,
the corporate culture
Because…
Learn the norms, so you can adapt or leverage them to
achieve or exceed targets.
1
Understand the objectives for your first 100
days
Goals, targets, or milestones provide focus and increase
productivity.
2
Become proficient with operational tasks Establish immediate credibility before tackling strategic
issues.
3
Complete a thoughtful analysis of team
abilities and synergies
Understand what resources you have and what you need to
succeed.
4
Form a strong internal social network People, not processes, get things done.5
Champion corporate goals and strategy Aligned with these6
Produce an actionable long-term plan Plans are testable with your team - random thoughts are not.7
Implement quick-win initiatives Show that what you can deliver.8
Leverage the first 100 days, Source: McLean & Company

12. Thank you for your interest…
Ersin KOÇAL
ersinkocal@gmail.com
linkedin.com/in/ersinkocal