Ian LockwoodMy approach for the first 100 days

in post as Sales Director, XXXXXXX

What is the first 100 days?

• Is it about creating plans?• Is it about showing real potential?• Is it about change?• Is it about fresh ideas?• Is it about growth – revenue & profit?• Is it about reaffirming the hire?• Is it about impressing at interviews?• The answer is YES – the first 100 days is all this

and more

Overview

• What is the Sales Director role?• What are the steps to success?• Measurements• What about change?• What is the most important thing?• Agenda / Planning• The next 265 days• Summary• Questions

Sales Director Role

• “Develop the sales strategy in line with the overall business plan for the portfolio”

• “Manage the sales team through the Sales Managers, agreeing sales performance and revenue targets and using metrics to monitor performance”

• “Communicate a clear message to motivate and enhance performance from the team”

Sales Director Role cont...

• “Understand the marketplace and identify opportunities for future growth”

• “Contribution to the strategic development of the products”

• “An opportunity to develop new initiatives and drive change forward through the business”

• “Extensive international travel is required, including regular visits to overseas offices and customers”

Steps to Success

• Discuss the steps with the team• Layout ground rules• Look at the client expectations – now & future• Adapt new ‘selling’ methods / channels• Create opportunities for personal growth• Motivate through rewards and achievements

Measurements

• Motivating sales people across multiple environments / business goals etc.. is challenging

• Putting (or adapting) metrics in place is key• KPI – key performance indicators• Numbers of calls / meetings / closes / etc...• Pipeline management• Targeted Account Selling (TAS)

Change!

• Change is good!• Change benefits the individual & the organisation• Change motivates & stimulates growth• Change challenges & breaks the ‘status quo’• Change defines • Change creates new ideas & practices• Change can be uncomfortable • Change for changes sake is unproductive!

Agenda / Planning

• Day 1: Meet sales team / discuss plans & ideas• Day 2: Meet sales team / discuss plans & ideas• Day 3: Meet everyone else• Day 4: HR (house keeping)• Day 5: Set up meetings with XXXX colleagues• Day 7: Conduct reviews / presentations• Day 14: Spend time with marketing• Day 15: Spend time with product development• Day 16+: Meet clients (whenever possible)

Agenda / Planning cont...

• Week 3: Discuss initial strategy & vision• Week 4: Agree on initial strategy• Week 5: Start implementing strategy• Month 2: Sales Conference• Month 2+: Start to re-assign / recruit• Month 3: Review / Adapt / Change strategy• Month 3+: Client meetings / Conferences /

Exhibitions / etc...

The next 265 days

• Continue to address issues• Build on successes• Make recommendations for change• Open new markets• Investigate new partners – Internal & External• Launch new products• Meet more clients & potential customers

What is the most important thing?

• Lead• Inspire• Motivate• Develop – people & products• Delegate• Build on previous successes• Become part of the team• LISTEN

Summary

• The first 100 days are critical for success• It is about building lasting relationships• It is about having an agenda / plan that is flexible• It is about establishing the ‘new’ team• It is about delegating, motivating & developing• It is about creating & executing a clear strategy &

vision for continued growth• It is about instilling a desire across the business to

continue and expand on the previous successes of XXXXXXX

Questions &

Thank You