Overview
This strategic 30-60-90 day plan leverages my 4 Ps philosophy (People, Process, Product, Purpose) alongside the STAR method (Situation, Task, Action, Result) to ensure impactful execution as a new Senior Sales Leader.
The objective is to drive immediate value, build trust, and set a long-term strategic foundation for revenue growth and team success.
30 Days: Establish Trust & Gain Insights
People:
Situation: New team, unknown dynamics, and trust to be built.
Task: Build relationships with direct reports, cross-functional leaders, and key stakeholders.
Action: Conduct 1:1 meetings with team members, leadership, and partners to understand strengths, challenges, and goals. Host an all-hands meeting to establish transparency and commitment.
Result: Develop an org chart with key insights, strengths, and development areas.
Product:
Situation: Need to understand the product deeply to sell and lead effectively.
Task: Engage with product teams and customers to grasp core value propositions and differentiators.
Action: Attend product demos, customer calls, and competitive analysis sessions.
Result: Develop an executive-level positioning statement to communicate product value concisely.
Process:
Situation: Understanding the current sales motions, forecasting accuracy, and pipeline management.
Task: Analyze existing sales processes, CRM usage, and reporting structures.
Action: Perform a gap analysis on pipeline generation, deal velocity, and conversion rates.
Result: Identify 2-3 quick wins for process improvement and pipeline acceleration.
Purpose:
Situation: Aligning with company vision and executive goals.
Task: Understand company mission, values, and overarching strategy.
Action: Meet with the CEO, CRO, and board members to align on strategic priorities and expected contributions.
Result: Develop a leadership charter outlining alignment between sales execution and company vision.
60 Days: Build Strategy & Drive Execution
People:
Situation: Team engagement and morale influence performance.
Task: Establish team expectations and career development plans.
Action: Implement structured coaching frameworks, performance tracking, and recognition programs.
Result: Increased team morale, early performance improvements, and higher engagement.
Product:
Situation: Effective enablement of the sales team to improve productivity.
Task: Align sales messaging and playbooks to the most effective customer use cases.
Action: Develop a sales enablement strategy with real-time content, role-play sessions, and competitive positioning.
Result: Increased sales confidence, shorter sales cycles, and improved win rates.
Process:
Situation: Forecasting accuracy and pipeline health are critical for predictable revenue.
Task: Develop a data-driven approach to pipeline management and forecasting.
Action: Implement a more structured deal review process, including weekly pipeline checks and coaching on qualification criteria. Identify and optimize existing successful sales practices by analyzing high-performing reps' approaches, pipeline management, and deal strategies.
Result: Increased forecasting accuracy, more disciplined deal execution, and stronger pipeline conversion rates. Standardization of best practices, increased efficiency, and more predictable revenue streams.
Purpose:
Situation: Aligning personal leadership impact with broader business goals.
Task: Establish executive-level reporting and strategic initiatives.
Action: Present a formalized sales plan with growth strategies, resource allocation, and performance tracking.
Result: Leadership buy-in, clear accountability, and alignment between sales execution and business objectives.
90 Days: Scale & Optimize for Growth
People:
Situation: Sustaining a high-performance culture while retaining top talent.
Task: Create a scalable model for ongoing development and motivation.
Action: Formalize leadership development initiatives, mentorship programs, and career progression frameworks.
Result: Retention of top talent, continuous improvement culture, and a strong talent pipeline.
Product:
Situation: Ensuring continuous feedback from customers and the market.
Task: Strengthen collaboration between sales, marketing, and product teams.
Action: Establish a continuous feedback loop to relay market insights and competitive intelligence.
Result: More customer-centric offerings, improved product-market fit, and enhanced sales effectiveness.
Process:
Situation: Optimization of the sales machine for efficiency and scalability.
Task: Implement best practices to refine processes and remove inefficiencies.
Action: Develop and launch a structured sales playbook, with best-in-class deal execution strategies. Conduct deep-dive analyses of existing high-performing sales cycles and team workflows to extract and replicate best practices.
Result: Increased efficiency, repeatable success, and a stronger pipeline with higher-quality deals. Scalable sales strategies based on proven methodologies, leading to consistent execution and long-term growth.
Purpose:
Situation: Scaling impact and driving a long-term vision.
Task: Build a sales culture centered on execution, accountability, and innovation.
Action: Develop quarterly business reviews (QBRs) to track progress, celebrate wins, and refine strategies.
Result: A high-performing, results-driven sales organization with sustainable revenue growth.
Final Thoughts & Leadership Commitment
By adhering to this structured 30-60-90 day plan, I aim to drive immediate impact while building a long-term strategic foundation for sustainable growth. Through a balance of People, Process, Product, and Purpose, I will create a high-performance culture, optimize revenue-generating strategies, and establish a lasting leadership legacy that aligns with the company’s vision and values.