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Ian Lockwood
My 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

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First 100 days as Sales Director 'sample'

  • 1. Ian Lockwood My approach for the first 100 days in post as Sales Director, XXXXXXX
  • 2. 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
  • 3. 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
  • 4. 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”
  • 5. 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”
  • 6. 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
  • 7. 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)
  • 8. 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!
  • 9. 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)
  • 10. 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...
  • 11. 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
  • 12. What is the most important thing? • Lead • Inspire • Motivate • Develop – people & products • Delegate • Build on previous successes • Become part of the team • LISTEN
  • 13. 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
  • 14. Questions & Thank You