AMA: Freshworks Senior Director Alliances and Channels, Tim Britt on Sales 30 / 60 / 90 Day Plan

Scaling a sales team beyond the first few representatives requires careful planning, strategic execution, and a focus on scalability. Here are some effective ways to achieve this: Develop a Scalable Sales Process: Document and streamline your sales process to make it easily repeatable and scalable. Identify key stages in the sales cycle, standardize workflows, and establish clear criteria for moving leads through the pipeline. Invest in Sales Enablement: Implement sales enablement tools and reso ...Read More

When establishing the sales function as the first sales leader at a company, it's essential to prioritise needs and deliverables effectively to lay a strong foundation for future success. Here's a framework to help you prioritise: Understand Business Goals: Gain a deep understanding of the company's overall business goals and objectives. Align sales strategies and priorities with these goals to ensure coherence and effectiveness. Assess Market and Competition: Conduct thorough market research to ...Read More

Sales OKRs should be designed to align with the overall business objectives and drive measurable outcomes that contribute to revenue growth and customer success. Here are some examples of good sales OKRs: 1. Objective: Increase Revenue Key Result 1: Achieve a 20% increase in monthly recurring revenue (MRR) by the end of the quarter. Key Result 2: Close 50 new deals with high-value clients within the target market. Key Result 3: Increase average deal size by 15% through upselling and cross-sellin ...Read More

As the new sales manager for a B2B SaaS company that is starting to scale with 40 people, your first month and first quarter are critical for laying the groundwork for future success. Here's what you should aim to do in each timeframe: First Month: Understand the Business: Gain a deep understanding of the company's products, services, target market, value proposition, and competitive landscape. Assess Current Sales Processes: Evaluate existing sales processes, tools, and workflows to identify st ...Read More

30-60-90 day sales plan tailored to make a big impact at a new company: First 30 Days (Learning and Understanding): Understand the Product: Deep dive into understanding the products, features, and value proposition. Learn the Market: Research the industry landscape, competitors, and emerging trends. Meet the Team: Connect with key stakeholders, including sales managers, colleagues, and support staff. Set Goals: Establish clear, achievable sales goals aligned with company objectives. Shadow Sales ...Read More

During your first month at the company as the Head of Sales, it's essential to have productive one-on-one meetings with the demand generation and revenue operations teams to align strategies, understand processes, and foster collaboration. Here are some questions you should consider asking during these meetings: Demand Generation Team: What are the primary goals and objectives of the demand generation team? Can you walk me through the current demand generation strategy and tactics being used? Wh ...Read More

During your first month at the company, one-on-one meetings with cross-functional teams are crucial for building relationships, understanding processes, and aligning goals. Here are some questions you should consider asking during these meetings: Role and Responsibilities: Can you provide an overview of your role within the team? What are the key responsibilities and expectations for my role? How does my role contribute to the overall goals of the team and company? Team Dynamics and Collaboratio ...Read More

When joining a startup as the Head of Sales where there hasn't been a dedicated sales team before, it's crucial to establish a solid foundation while driving rapid growth. Here's a breakdown of goals for the first 30/60/90 days: First 30 Days: Understand the Business: Gain a deep understanding of the startup's product or service, target market, unique value proposition, and competitive landscape. Assess Current Situation: Evaluate existing sales processes, if any, and identify areas for improvem ...Read More

In the first 90 days as a sales leader, focusing on "quick wins" can help demonstrate early success and build momentum for long-term growth. Here are some examples of quick wins you should aim for: Process Optimisation: Identify inefficiencies in the sales process and implement quick fixes to streamline workflows. Automate manual tasks or paperwork to free up time for sales reps to focus on selling activities. Low-Hanging Fruit: Identify and prioritise leads or opportunities that are close to co ...Read More

Human Resources: The human resources team handles hiring, onboarding, training, and development of sales personnel. Alignment with human resources ensures that the sales team is effectively recruited, onboarded, and supported in their roles. Collaborating with human resources facilitates the development of training programs, career paths, and incentive structures that motivate and retain top sales talent. Finance/Operations Team: The finance/operations team manages financial planning, forecastin ...Read More

If you're new to sales and tasked with creating a 30/60/90 day plan for the first time, it's essential to break down the process into manageable steps and focus on building a strong foundation for success. Here's a simple approach to help you contextualise and approach your plan: 1. Understand the Basics: Start by understanding the purpose and structure of a 30/60/90 day plan. It's a strategic roadmap that outlines your goals and objectives for the first three months in a new role. Research exam ...Read More

Sales leadership in a small company versus a large company involves navigating different challenges, priorities, and dynamics. Here are some key differences: Scope and Scale: In a small company, the sales team is often smaller, with a narrower focus and limited resources. Sales leaders may be required to wear multiple hats and be directly involved in day-to-day sales activities. In a large company, the sales team is typically larger, with specialised roles and a broader geographic or market reac ...Read More

When taking on a Head of Sales role, certain red flags may emerge within the first 90 days that could indicate challenges or issues within the organisation. While every situation is unique, here are some red flags to consider that may warrant reconsideration of your position: Lack of Support from Leadership: If you encounter resistance or lack of support from executive leadership in implementing sales strategies or initiatives, it may signal broader issues with alignment or commitment to sales o ...Read More

When stepping into the role of Head of Sales at a startup that hasn't previously had a dedicated sales function, it's crucial to establish a strong foundation while driving rapid growth. Here's how to approach your first 30/60/90 day goals: First 30 Days: Building Foundation Understand the Business: Gain a deep understanding of the startup's product or service, target market, value proposition, and competitive landscape. Assess Current Situation: Evaluate existing sales processes (if any) and id ...Read More