AMA: Outreach Sr Director of Strategic and Enterprise Sales, Greg Baumann on Sales 30 / 60 / 90 Day Plan

Great Question! In the 30-60-90 plans that I've created + seen done well, I've noticed a trend that: Month 1 is "identity", meaning becoming a value-add corporate citizen in this new culture. Month 2 is sales process optimization: digging in with your new team(s) and putting in your framework for success. Month 3 is accelerating to outcomes. These days, if you're not driving value and closing deals with the team in the first quarter, you might not have many left! Make sure you're showing your ne ...Read More

For new-to-role, I'm asking questions to quickly build trust and uncover opportunities. I might say, “What’s your biggest current challenge and how can I specifically help?” or “How do you define success in your role?” I also ask, “Where do you see gaps in our process that we could streamline together?” and “What support do you need to win?” This sparks collaboration and lays the foundation for mutual success. I'm also a big believer in tracking to what great looks like, so I'm frequently asking ...Read More

In your first month as a new B2B SaaS sales leader, focus on listening, learning, and building key relationships across the team(s) -- your directs, your new boss(es) and your peers cross-functionally. In your first quarter, leverage those insights to drive quick wins—optimize your outreach, refine pipeline metrics, and establish scalable processes that translate into measurable growth. Being able to coach to your playbook and set your expectations for the team is critical. Also, you probably ca ...Read More

Ok! 2 different questions here (in my experience!). Demand Generation: For Demand Generation--strong interest in understanding where leads are coming from, is there a feedback loop? How can we help drive demand? Rev Ops: 1. What can we measure? (if your tech stack is limited, you'll want to know this upfront). 2. What should we measure? Folks get too caught up watching the oil temp gauge on the dashboard that they forget to drive the car! Keep data-and-and systems in support of the goals at hand ...Read More