How do you think about your first 30/60/90 day goals when coming in as the Head of sales in a startup that didn't have sales before?

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

1. Understand the Business:

   • Gain a deep understanding of the startup's product or service, target market, value proposition, and competitive landscape.

2. Assess Current Situation:

   • Evaluate existing sales processes (if any) and identify areas for improvement or gaps in the sales strategy.

3. Define Sales Strategy:

   • Develop a clear sales strategy aligned with the company's overall goals and objectives.

   • Determine target customer segments, pricing models, and go-to-market strategies.

4. Build Sales Infrastructure:

   • Set up essential sales infrastructure, including CRM software, sales enablement tools, and reporting mechanisms.

5. Hire Core Team Members:

   • Begin recruiting key sales team members, such as sales managers or account executives, to help execute the sales strategy.

Next 30 Days (60 Days Total): Growth and Execution

6. Refine Sales Processes:

   • Streamline and optimise sales processes to increase efficiency and effectiveness.

   • Implement standardised workflows, sales scripts, and objection handling techniques.

7. Train and Onboard Team:

   • Provide comprehensive training and onboarding for new sales team members to ensure they are equipped with the skills and knowledge they need to succeed.

8. Start Generating Revenue:

   • Focus on generating initial revenue by closing deals and acquiring new customers.

   • Identify quick-win opportunities and prioritize efforts to drive early sales wins.

9. Establish Metrics and Reporting:

   • Define key performance indicators (KPIs) and establish systems for tracking and reporting on sales metrics.

   • Monitor progress closely and make adjustments as needed to stay on track towards goals.

Next 30 Days (90 Days Total): Scaling and Optimisation

10. Scale Sales Operations:

    • Scale up sales operations by expanding the sales team, refining processes, and investing in additional resources as needed.

    • Explore opportunities for geographic expansion or new market segments to accelerate growth.

11. Customer Feedback and Iteration:

    • Gather feedback from early customers to understand their needs, pain points, and satisfaction with the product or service.

    • Use insights to iterate on the sales strategy, messaging, and product offerings to better align with customer needs.

12. Establish Sales Culture:

    • Foster a culture of accountability, collaboration, and continuous improvement within the sales team.

    • Lead by example and reinforce core values that drive success in sales and customer relationships.