Do you have a 90-day plan for your new reps?
Setting clear goals and expectations are critical to ramp up and succeed.
Do you remember when you first started in sales - you probably where orders some business cards and told, go make friends…
In previous posts I’ve mapped out a plan for:
I’m all about process.
As James Clear says in his book Atomic Habits, “Goals are about the results you want to achieve. Systems are about the process that lead to those results.”
So good. Build systems that will help achieve outcomes.
He goes on to say, “A handful of problems arise when you spend too much time thinking about your goals and not enough time designing your systems.”
A force multiplier for Sales Leaders is a well designed system.
What is your system for launching a new rep? what does the first 90 days look like that will position them to ramp up quickly and have success?
We have a On Boarding Packet that includes:
Territory Map and Guidelines
Sales Process Map - by stage
Customer Categories of Needs - specific to our Ideal Customer Profile (ICP)
Sales Call Scripts, Value Drivers, Prospecting Templates
A Specific Outline for 90 day ramp up plan - this includes activities and results we’d expect to see after 30, 60 and 90 days in the seat.
Here is the Outline for #5 (which we tailor to each rep) for the first 90 days:
90-DAY RAMP UP PLAN
OBJECTIVE: To outline a ramp up plan for an Outside Sales rep for the first 90 days and set clear expectations on what’s required to successfully launch as sales team member!
PREPARATION & TRAINING
On-Boarding with Department Heads
Connect with marketing department – headshots, business cards, marketing pieces, etc.
Company structure and overview - Where sales fits in the organization
Service and Operations Basics – What we do, how we do it, why we are unique
Tools training – CRM, Marketing Platform, Tech Tools, etc…
Team training with other reps – CRM best practices, mock calls, and best practices for working in the team
EXPECTATIONS - for your ramp up period
ACTIONS:
Conduct weekly pipeline reviews
Understand and eventually master a consultative sales approach along with relationship building
Co-Create and Deliver on the 30-, 60-, 90-day goals
Follow up, Follow up, Follow up – the success in this job depends on your ability to build relationships and then FOLLOW UP with them. Have a system, use the CRM, time block to follow up.
Open line of communication with Manager and Teammates - this is a collaborative environment and we help each other… Ask for help if you need it.
RESULTS:
If you do the above actions we’ve found that you will then meet the results expectations of:
Each rep is expected to obtain 3-5 new clients per month (after the ramp-up period): New Client Defined as…
Each rep is expected to create a pipeline that closes $X per month
ACTION PLAN:
30 DAY GOALS – MONTH 1
ACTIVITIES:
Create a 90-day ramp-up plan with specific goals of number of commitments and new clients
Review call scripts/email templates and make them your own
Schedule time to meet with other reps on a weekly basis – discuss strategy, CRM organization, best prospecting practices, dealing with objections, and interacting with production team
Schedule weekly standing meeting with your team lead
Set up Marketing Materials, Social Media accounts, and order Business cards, Take Company Headshots
Identify 5 key affiliates to meet with and connect with to generate business or referrals
Research Organizations to join (If applicable)
Review inactive client lists in your territory with all GOE Glendale EO’s
Research and understand your territory - in terms of type and number of prospects
Review and select your Tribe of prospects (your focused target list)
Increase each day the number of sales activities (outreach via phone, email, social, text, etc…) you do:
Week one: 10 sales activities a day
Week two: 15 sales activities a day
Week three: 20 sales activities a day
Week four: 25 sales activities a day
RESULTS:
Earn 5 commitments for business with potentials created in CRM
60 DAY GOALS – MONTH 2
ACTIVITIES:
Create a daily/weekly schedule (time block prospecting time, training, pipeline review & management etc.)
Schedule 3 one-on-one appointments with prospects per week
Review 90-day plan, specifically your goals around commitments and new clients - do this in week 2
Reach out to at least 75% of your Tribe of Prospects
Identify 5 additional affiliates to meet with and connect with to generate business
Update Facebook/LinkedIn/Instagram
RESULTS:
Earn 10 commitments for business with potentials created in CRM
Earn 1 new client
90-DAY GOALS – MONTH 3
ACTIVITIES:
Daily Prospecting - use the Perfect Prospecting Day as a template to use
Review 90-day plan on goals around commitments and new clients
Reach out to all of your tribe contacts
Daily Sales Activities to be >60 per day
Schedule 5 one-on-one appointments with prospects per week
Ask and get 4-5 referrals from Key Affiliates you have met with in months 1 and 2
RESULTS:
Earn 10 commitments with potentials created in CRM
Earn 2 new clients
We’ve seen that when you outline both the activities and results and support them through the first 90 days with weekly (sometimes even daily) reviews and feedback you have a much greater chance for the rep to launch successfully.
Obviously, you would modify the activities and expectations around your sales cycle time, number of prospects, etc.
Provide structure and a system for reps to succeed.
Let me know how I can help.
-Joe