*This is a plan for a company that is selling a wireless energy solution to businesses and consumers. B2B2C. The company would have an enterprise verticle and a consumer retail verticle. This plan is for someone doing a bit of everything!
Master product knowledge.
Learn about the competition.
Learn / Create company systems – procedures for paperwork, reports, e-mail.
Craft elevator pitch / general pitch for company's product for each enterprise and retail side.
Develop pitch deck. (maybe use it / maybe not...perhaps just ask 2 questions, listen, etc..)
Identify top opportunities within each region / verticle:
§ Top 10 accounts currently (if any)
§ Top 10 accounts by potential.
§ Top Key Opinion Leader (KOL) accounts.
§ Top competitive accounts.
§ Identify “problem” or “at risk” accounts.
§ Evaluate accounts, product success, sales strategy.
§ Do a SWOT Analysis (Strengths, Weaknesses, Opportunities, Threat) of company or sales
team goals to refine sales strategy.
Contact current accounts (if any) to notify them of their new representative.
On site visit to all top accounts. (Give special attention to first set of enterprise customers)
In-depth customer development interviews / feedback sessions with first 100 consumers.
Confer with current mentors ("brain trust") who are successful in this role and can pass on valuable suggestions about best practices.
Learn from peers in this position and see how they operate.
Review first 30 days with superiors to discuss performance and
Continue visiting all enterprise accounts.
Use territory knowledge to prioritize accounts.
Identify top enterprise / retail customers and solidify business.
Re-evaluate accounts, product success, and sales strategy based on new
information from the first 30 days.
Review customer satisfaction to identify issues
Profile accounts and take notes on personalities, preferences, issues, etc.
Build rapport with consumers.
o (Identify procedures to initiate: emails, phone calls, or other ways to reach out to
Fine-tune most efficient driving route through territory.
Begin developing strategies to contact Top 10 accounts by potential, identified in the first 30
Begin identifying strategies to penetrate new markets.
Evaluate time and task management.
Plan attendance at relevant tradeshow/industry event.
o (Name specific events.)
Join appropriate trade associations/organizations.
o (Name organizations.)
Identify top performers (outside company or within) and ask to do “a day in the life” with them.
Meet with mentors / brain trust to discuss observations and develop plans.
Continue study to improve product knowledge.
Review first 60 days with superiors to discuss performance and
Continue calling on accounts and prospects. Be visible.
Consider new and creative ways to connect with current customers based on customer profiles
completed in the first 60 days.
Continue to monitor “at-risk” accounts and implement strategies to strengthen the relationship.
Continue to study competitors to uncover weaknesses and develop strategies to penetrate
Undertake additional training on Salesforce.com, etc..
Focus on lower-priority accounts to build relationships and revenue.
Implement strategies to contact previously-identified potential customers.
Come up with new and creative ways to get prospects’ attention in the field. Get input from others.
Offer to take on any special projects for the team. Become the “go-to” person.
Contrast different sales/presentation styles to improve own performance.
Consider adjustments to sales style based on feedback from mentors / peers.
Study best practices of other teams (in company or industry) to determine areas of
Re-evaluate prioritization analysis of accounts.
o (Has it changed since the first 30 days with the application of our resources on the sale?)
Do an additional SWOT Analysis on the company or sales team goals to further refine sales
Establish long-term sales plan based on SWOT analysis, and goals.
Based on information from the field, product management, and my own management, develop
strategies designed to defend against competitive threats, product issues or failures.
Based on information gathered in first 60 days, develop strategies to improve efficiency.
Meet with mentors / brain trust to discuss progress and goals.
Review first 90 days with superiors to discuss performance and