90 Day Business Plan For – XYZ CompanyNovember 8, 2009 Your Name and Contact Information
Business Plan Outline • 90 Day Territory Objectives • Offering Training • Lead Generation • Prospect Visits • Pipeline Generation • Closing Business
90 Day Territory Objectives • Orientation - Week one at HQ– key personnel and support staff • Learn target market and prospects as currently positioned by XYZ Company • Immediately begin to generate Quality Leads and target 10 major accounts • Get in front of prospects • Generate pipeline - 5x quota • Build relationships and Close Business!
Offering Training • Learn XYZ Company portfolio • Understand Value-Added Services positioning • Develop Sales pitch specific to XYZ Company • Relate to Competition • Develop counters to Prospects objections • Utilization of all Marketing Materials
Lead Generation • Identify target accounts in territory • Utilize existing rolodex contacts, XYZ Company inside personnel and use XYZ Company Lead System • Dallas Business Journal, Hoovers, etc • Develop Mailing campaign • Leverage Local IT Associations/Groups • Attend IT Conferences • Expand target customers to (States or Cities)
Prospect Visits • Get in front of prospects ASAP – learn about current SLAs, who currently provides service • Target 4 Face-to-Face (FTF) meetings per week • Understand a prospect’s business, who makes the decisions and what are the current “pain points” • Expand on relationships/contacts at C- and Director Levels • Educate prospect – make it simple • Use of any available Reference Accounts • Focus on XYZ Company solutions - Value-Add and Customer Satisfaction
Pipeline Generation • Qualify each prospect early on • Align with the decision maker • Conduct opportunity assessments • Move prospect to next stage with each meeting • Plan next steps with decision maker’s input and agreement • Stay on top of all opportunities
Closing Business • Properly counter any objections • Shorten the Sales Cycle by being Creative and Thinking “Outside the Box” • Sell Value and emphasize improved profits and accelerated ROI! • Ask for the order early • Be confident, aggressive and persistent • Most importantly - CLOSE the BUSINESS!