What should be in a first 90 day plan for a VP Sales?
As a newly appointed VP of Sales, your first 90 days will be critical in shaping your success and setting the stage for your future impact on the organization.
To ensure a strong start and maximize your contributions, you'll want to develop a comprehensive plan that encompasses various aspects of the role.
In this article, we'll explore the key components that should be included in your first 30, 60 and 90 day plan as a VP of Sales, giving you the best opportunity to be successful in your new role.
Understanding the Role of a VP Sales
Before diving into the specifics of your plan, let's get a clear understanding of the VP Sales role and its responsibilities as it can vary company by company.
As a VP of Sales, your primary mandate is to drive revenue growth and expand the company's customer base. This requires a solid blend of strategic thinking, exceptional leadership, and a deep understanding of your company's sales process.
You will be at the forefront of the company's sales efforts. Depending on the size of the sales org you will be responsible for developing and executing a sales strategy that aligns with the overall business objectives.
This strategy will involve identifying target markets, analyzing customer needs, and positioning the company's products or services in a way that resonates with potential buyers.
Building and managing a high-performing sales team is another critical responsibility. You will need to recruit top talent, provide ongoing training and development, and establish clear performance metrics to drive success. By fostering a culture of collaboration and accountability, you can empower your team to achieve their full potential and exceed sales targets.
If you are in an earlier stage company, in addition to managing the sales team, you may also be responsible for identifying and pursuing your own new business opportunities.
This player/manager role involves staying up-to-date with industry trends, networking with potential clients and partners, and leveraging your existing relationships to generate leads.
The pressure is on to show your team what good looks like, but it will help you be a better leader as you'll know first-hand how the proposition is landing with customers.
Beyond your own clients, you'll want to establish strong relationships with key customers and partners. By understanding their needs and providing exceptional customer service, you can build trust and loyalty, which will ultimately lead to repeat business and referrals. Additionally, forging strategic partnerships can open doors to new markets and revenue streams, further fueling the company's growth.
Monitoring and analyzing sales metrics is a key responsibility of your role.
By tracking key performance indicators such as revenue, customer acquisition costs, and conversion rates, you can identify areas for improvement and implement strategies to drive performance improvements.
This data-driven approach will enable you to make informed decisions and optimize the sales process for maximum efficiency and effectiveness.
Key Responsibilities of a VP Sales
It will depend on the team you run and the company you work for, but as a VP of Sales, your responsibilities will typically span across various domains. Some of the key areas that you will need to focus on include:
- Developing and executing a sales strategy to achieve revenue targets
- Building and managing a high-performing sales team
- Developing and maintaining relationships with peers in marketing and customer success
- Identifying and pursuing new business opportunities
- Establishing strong relationships with key customers and partners
- Monitoring and analyzing sales metrics to drive performance improvements
These responsibilities form the foundation of your first 90-day plan, and will guide your efforts as you embark on this new role.
The Importance of a 90-Day Plan
A 90-day plan serves as a roadmap for your initial period as a new VP of Sales, allowing you to prioritize and focus your efforts effectively.
By setting clear goals and objectives, you can establish a direction for yourself and your team, ensuring that everyone is aligned and working towards a common vision.
A well-crafted plan allows you to make a positive impression on your team, colleagues, and superiors. It demonstrates your proactive approach, strategic thinking, and commitment to driving results. A comprehensive plan will not only help you achieve short-term wins but also position you for long-term success in the organization.
During the first 30 days of your 90-day plan, you will focus on immersing yourself in the company's culture and familiarizing yourself with the sales team. This will involve conducting one-on-one meetings with team members, shadowing sales calls and meetings, and reviewing existing sales processes and strategies.
By the end of the first 30 days, you should have a solid understanding of the team dynamics, individual strengths and weaknesses, and any areas that require immediate attention. This knowledge will inform your decisions and actions in the subsequent 60 days of your plan.
In the next 60 days, you will begin implementing changes and improvements based on your observations and analysis. This may involve refining the sales strategy, introducing new sales tools or technologies, or implementing training programs to enhance the team's skills and knowledge.
Be under no illusions, the leaders that hired you into this role are looking for you to make an impact in your first 90 days - so get out meeting customers, then more customers, then partners and then some more customers. Do not hide yourself in a spreadsheet building a hiring plan!
Throughout the 90-day plan, it is important to maintain open lines of communication with your team and stakeholders. Regular check-ins, team meetings, and progress updates will ensure that everyone is on the same page and working towards the common goals outlined in the plan.
By the end of the 90-day period, you should have achieved significant milestones and made measurable progress towards your plan's objectives. This will not only demonstrate your ability to deliver results but also set the stage for continued success as a leader.
Setting Goals for the First 90 Days
One of the first steps in developing your 90-day plan is setting clear and achievable goals. These goals will serve as milestones and benchmarks for your progress, providing you with a sense of accomplishment as you navigate your new role.
Identifying Short-Term and Long-Term Goals
When setting goals for your first 90 days, it is important to strike a balance between short-term wins and long-term strategic objectives. Short-term goals could include improving sales team performance, increasing sales pipeline activity, or streamlining sales processes. On the other hand, long-term goals might involve expanding into new markets, nurturing key partnerships, or implementing a robust CRM system.
By identifying both short-term and long-term goals, you can create a sense of urgency while keeping your eye on the bigger picture. This will enable you to make meaningful progress within the first 90 days while laying the foundation for future growth and success.
Aligning Goals with Company Vision
In addition to setting goals based on personal and team objectives, it is crucial to align them with the broader vision and mission of the company. By understanding the company's strategic direction, you can ensure that your goals are in sync with the organization's overall goals and objectives.
Aligning your goals with the company's vision not only demonstrates your commitment to the organization but also increases your chances of success. It enables you to leverage existing resources, gain support from key stakeholders, and provide a clear value proposition that resonates with the company's strategic priorities.
Building a Strong Sales Team
A successful VP of Sales understands the critical role of a high-performing sales team in driving revenue growth. As such, a significant part of your first 90 day plan should focus on building a strong and cohesive team that can deliver exceptional results.
Recruiting and Hiring Strategies
One of the key elements of building a strong sales team is attracting and retaining top talent. As part of your 90-day plan, you should assess the current sales team and identify any gaps or areas for improvement. This may involve identifying skill deficiencies, evaluating the team's overall structure, or assessing the effectiveness of existing sales processes.
Once you have identified areas of improvement, you can develop a comprehensive recruiting and hiring strategy to bring in the right individuals who can fill those gaps. This may include defining job profiles, leveraging recruitment channels, conducting effective interviews, and implementing robust onboarding processes.
Training and Development Initiatives
In addition to hiring top talent, it is crucial to invest in the ongoing training and development of your sales team. A comprehensive training program can equip your team with the necessary skills and knowledge to excel in their roles, improve performance, and drive revenue growth.
As part of your 90-day plan, you should identify training and development opportunities for your team. This may involve conducting training sessions, leveraging external resources, or implementing mentorship programs. By investing in your team's development, you not only enhance their capabilities but also foster a culture of continuous improvement and growth.
Developing a Sales Strategy
As a VP of Sales, developing a comprehensive sales strategy is a critical component of your first 90 day plan. A well-defined sales strategy provides a roadmap for achieving revenue targets, maximizing sales performance, and outpacing the competition.
Market Analysis and Sales Forecasting
Before developing your sales strategy, it is essential to conduct a thorough analysis of the market landscape. This involves understanding market trends, customer needs, and competitive dynamics. By gaining a deep understanding of the market, you can identify untapped opportunities, emerging trends, and potential threats.
Based on the market analysis, you can develop a sales forecasting model that enables you to set realistic revenue targets and allocate resources effectively. This will help you prioritize initiatives, assess the feasibility of your goals, and make data-driven decisions that drive results.
Creating a Sales Pipeline
Another critical element of your sales strategy is establishing a robust sales pipeline. A well-defined sales pipeline enables you to track and manage leads, opportunities, and deals, ensuring a consistent flow of revenue.
As part of your 90-day plan, you should assess the existing sales pipeline, meet with marketing and customer success colleagues, and identify opportunities for improvement. This may involve streamlining sales processes, implementing sales enablement tools, or refining lead generation strategies. By optimizing your sales pipeline, you can accelerate deal velocity, improve conversion rates, and achieve revenue targets more efficiently.
Implementing Sales Operations and Processes
In addition to developing a sales strategy, implementing effective sales operations and processes is crucial to drive efficiency, scalability, and overall sales performance. As part of your 90-day plan, you should assess existing sales or revenue operations and identify areas for improvement. Specifically look at critical handovers from marketing to sales and from sales to customer success.
Sales Metrics and Performance Indicators
One of the first steps in optimizing sales operations is establishing key sales metrics and performance indicators. By defining the right set of metrics, you can track sales performance, identify bottlenecks, and make data-driven decisions.
In your 90-day plan, you should evaluate the existing set of sales metrics and assess their effectiveness in driving performance improvements. This may involve identifying leading and lagging indicators, implementing a balanced scorecard approach, or leveraging sales analytics tools.
Sales Tools and Technology
Another critical aspect of sales operations is leveraging the right sales tools and technology. By implementing robust CRM systems, sales automation tools, and analytics platforms, you can streamline sales processes, enhance collaboration, and gain actionable insights.
As part of your 90-day plan, you should assess the existing sales technology stack and identify opportunities for improvement. This may involve evaluating the effectiveness of existing tools, implementing new technologies, or providing training and support to your sales team to maximize the value of these tools.
By focusing on these key components in your first 90 day plan as a VP of Sales, you can lay a strong foundation for success, drive revenue growth, and set the stage for long-term impact. Remember, a well-crafted plan combined with your strategic thinking, leadership, and commitment will help you navigate the challenges and make a lasting impact on your organization.
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