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First 75 days plan for a Sales Leader
- 1. Sales Leadership – first 75 days plan Abhijit Ray 2012
- 2. State of the Union – 25 days
- 3. State of the Union : Type of Salespersons Fire and Forget Grand Strategist Specialist Account Master 2
- 4. State of the Union : Sales Strategy Sources of Revenues Application of Funds • Market Segmentation • Marketing Strategy and Budget • Tiered Account structure • Tele-sales budget • Must win Accounts • Hiring budget • Offense / Defense strategy • Team building budget • TCV pipeline • Solutions Budget • Revenue pipeline • Client Appreciation • Margins – quality of sale • Research • Must-win deals • Win/Loss Analysis 3
- 5. State of the Union : Revenue and Investments Pipeline Team Individual CRM Hire BPO Sales Restructuring GTM Finalize – APPS & BPO Rolodex Hunter Training Account Sales Plans for in Midwest or CIO Finance Must-Wins South East Latin Conference BPO GTM Milestones Align CRMs America Hire to External Hire CRM Hire BDAs – Cap Alliances BPO Mkt, Bank CRM Events ing and Conferences Brokerag e Q1 Q2 Q3 Q4 Deals XXXX Deal : TCV : $100K: Probability : 50%, XXXX Deal : TCV : $5 MM : Probability : 75%, Revenue XXXX Reveue: TCV : $1 MM : Probability : 100%, XXXX Reveue: TCV : $1.2 MM : Probability : 100%, 4
- 6. Develop GTM Strategy – 25 days
- 7. Sales Leadership : Definition Individual Group Leads Connects Mentoring & Reward & Coaching Recognition Proposals Close Sales Sales Support Process Internal Budgets & M&A TPA Alliances Forecasting Manage External Hiring Large Deal Sales Target Alliances Strategic Tactical 6
- 8. Market Segment-Service Mapping : Sales coverage Mobility/ Portals Business BI/DW/MD Infrastructure Enterprise Segments (Examples below) / User BPO Transform M Services Applications Experience ation Wealth/Asset Mgmt/Retirement Brokerage/RIA/IBD Retail/Commercial Banks Private Equity Product firms Auto Finance Mortgages Cards 7
- 9. Team Composition Strategy Fire and Forget Grand Strategist ADM / ASM – Non differentiated offerings Large Deals, Partnerships and M&A Sales Manager Solutions and IP Sales Named Account Hunting Solution/Product Specialist Account Focused 8
- 10. Offerings : Revenue Targets Market Offering Type Region Q1 Q2 Q3 Q3 FY Segment Non - Differentiated Solutions & IP Named Account Partnerships / M&A Apply numbers against each type of offering segregated based on region and market segment. FY numbers should sum up to your FY targets 9
- 11. Offerings : Revenue Strategy Number of Market Salesperso Offering Type Region Q1 Q2 Q3 Q3 FY Salesperso Segment n Type n Non - Differentiated Solutions & IP Named Account Partnerships / M&A Define Strategy for each quarter Determine the type of sales independent of who sells person needed to support the strategy and the quantity to support the target 10
- 12. Revenue/TCV Targets - Salesperson CRM Types (Below) Type Q1 Q2 Q3 Q4 CRM - 1 Fire & Forget CRM - 2 Specialist CRM - 3 Account Master Grand CRM - 4 Strategist 11
- 13. Investment Strategies Solution CRM Types (Below) Type Marketing Tele Sales Events Research TPA Partnerships s CRM - 1 Fire & Forget CRM - 2 Specialist CRM - 3 Account Master Grand CRM - 4 Strategist Needs Attention Define Strategies for each box WIP Aligned 12
- 14. Application of Sales Discipline • Rule of 5 • Pareto principle • Time Management • Leads, Connect, Propose, Close • 2 leads + 2 connects per day (CRM) • 2 leads per day (Telesales) • Dashboard – Meetings and Opportunities • Governance 13
- 15. Implementation – 25 days
Notes de l'éditeur
- Initiatives in Q1 and Q2 will yield results in Q3 and Q4 and set the stage for 20132013 should be the year of transformation where the Mphasis is viewed in the leader quadrant and is invited to large/mega dealsKey parameters to get there are:-- Named account hunting-- Alignment with Top 3-5 3rd party advisors-- Addition of hunters that have contacts in the industry (Rolodex hunters)-- Coverage of additional geographies like West Coast, Mid West, Canada and Latin Americas through additional BDM that focus on those regions-- Deep focus on penetrating newer untapped market segments such as Private Equity, Trading Desks, Hedge Funds, Credit Unions, Exchanges and Product Companies-- Leverage our strengths to the maximum i.e. build a 50+% of pipeline of opportunities through horizontal offerings-- Recruit and retain industry leaders as BDAs. Identify BDAs that align with our strengths in brokerage, asset management and banking industries-- Deeper focus on untapped offerings such New ventures and BPO. Drive sales through assigning quota against each of the towers/offerings-- participating in industry leading events-- top class sales training for the hunting team
- We need align our strong offerings to the market segments where we have credibility in. Strong Market presence + Strong Offerings = Greater Success in Pipeline generationThis matrix will also drive decision on campaigns and campaigns based lead generation