You've just been promoted to sales manager. You are the selling organization's coach, supporter, and advocate on the front line. Wondering what you should do in the first 30 to 90 days to get off to a good start?
- Understand the environment. Learn about the culture and challenges. Identify what activities drive results, and establish metrics to track them. Meet with your direct reports during your first week to begin to identify their collective strengths and weaknesses. Also, make sure to me with key sales support members. Listen and learn.
- Develop your game plan. Now that you understand the environment, think tactically about what will build momentum. Is there a critical must-win sale? Perhaps you're at risk of losing a key customer. After examining your strengths, figure out how you can best influence the outcome. Focus on the most important opportunities for success, for you and your team, and align your strengths to the most important issues.
- Gain momentum and establish goals. During the first 30-90 days, it's all about building your credibility. Set expectations for your sales team and let them know what they can expect from you. Declare your SMART goal, and demonstrate a sense of urgency.
- Establish your calendar. Track activities weekly and monthly with appropriate performance metrics. Set up a routine to regularly meet with each sales rep in a transaction-focused way and in a coaching context. Use these meetings to review pipeline activities, account strategies, and business results. Invoke accountability. Thank and reward people for success.
By the end of your first 90 days, you want your direct reports, your boss, and your colleagues believe that you are contributing value to the organization. These best practices will help:
- Secure enough resources to support important items.
- Hold people accountable for promises and results.
- Act with complete transparency.
- Delegate when appropriate; take over when needed.
- Manage the sales pipeline like a corporate asset.
As the sales leaders, it is critical that you create momentum in the first 90 days by establishing credibility and securing an early win. Taking these immediate actions will jump start your--and your sales team's--performance.
