What is your 30-60-90 day plan when you go into an org with the intention of setting up a sales function for the first time?

This isn’t a one size fits all approach. Every leader should bring a different focus to their 30-60-90 day plan based on their leadership style, the stage in which the company is at, industry/market dynamics, immediate challenges/goals, etc. That said, the high level framework below is something I’ve used at several companies which has proven to be quite successful: 

Days 1-30: Listen, Learn, Connect

• Establish presence and connection with team

• Roll out User Manuals: How to guides for working effectively with one another

• Product, value prop, and competition proficiency

• Cross-departmental tour of duty (ally building)

• Benchmark data (lagging/leading indicators)

  • RevOps partnership/hiring is critical

• Understand first before suggesting any changes

  • Understand the challenges specific to the business and team in exceeding targets

• Never assume what worked historically will work now

• Deeply understand your customers

Days 31-60: Align, Implement, Measure

• Align before setting unrealistic expectations

• Generate path toward exceeding targets

• Provide clear measurables on path to targets (SMART goals)

• Drive winning culture

• Leveraging benchmark data to drive process improvement

• Solve process inefficiencies

Days 61-90

• Establish virtuous cycle with team and peers

• Generate quick wins

• Create constructive feedback loop

• Scaling a repeatable outbound playbook

• Address team and business challenges with clear solutions

• Sell 90 initiative: GTM team should spend 90% of time with customers

• Performance management: make smart decisions, clearly communicate