With this information, reverse engineer how you need to get there in terms of effort and funnel and show your assumptions. You should also know the quota and expectations around how they expect you to ramp up to bearing your full quota - especially for months 4, 5 and 6. If you don't know these details already, find out the average deal size, deal size range, average sales cycle, and the typical makeup of deals (small, medium and large) they have seen with reps hitting their quota. Sales is obviously a numbers game and you need to reverse engineer where you need to be at Day 90 to show that you recognize that fact and that you know how to break down those numbers into logical steps to get you there. Speaking of numbers, what should they encompass? Excel tables inserted in the slides or docs are a good way to go and should be present for every one of the 3 stages of the plan. The worst plans look like essays and imply you are long-winded. Bullets are best to get concise thoughts across. Remember this isn't a test of your creative abilities with Word or Powerpoint but the format, regardless of which platform you use, should be neat and formatted with a clear hierarchy of thought with consistent formatting for each level in that hierarchy. Save time for yourself and the hiring company.īut, assuming you have now decided to do the plan, here’s the advice on how to do it well backed up by 10 years of feedback on Glenborn's candidates running the 30, 60, 90-day plan gauntlet. If your gut tells you that it isn't worth the effort to complete that assignment as best you can VIZ-A-VIZ the other options you have, with the understanding of why you are being asked to do it, then don’t do it- Don't pursue the deal. That is actually a good thing and a great gut check. Obviously there are no guarantees of a result at the end of the process, so when a prospective employer asks you to do additional homework the opportunity cost of that effort can be a true litmus test of your interest in that role. It is a reasonable, albeit somewhat onerous request In getting you to document your thought process around those first 90 days they also get value-added benefits of understanding how you approach work, how you present and, given the outlay of effort involved, whether you really want this role. The key question they want to know is this candidate going to be on track to be hitting their monthly quota by month 5 or 6 and starting to get there in month 4. Such homework requests are really all about risk reduction. Sales hiring is risky and wrong hires are costly both in terms of money and time lost. You are busy, you are juggling a day job and soliciting roles as well as being solicited, so how do you get through these requests without pulling your hair out?īefore we get into approaches to these plans, let’s take a step back and see why prospective employers ask for them. Most often that homework effort comes in two forms - Mock pitches (more advice on those in my article here which is now at 39k views), and their partner in crime, 30, 60, 90-day plans. Help is a just few paragraphs down from here. Then, at late stages, you get hit with the homework requests - You cry "The nerve of these people! Can’t they see I am holding down a day job while balancing all these new career options!”. There is no doubt that interviewing for a new sales role can be exhausting….multiple firms, multiple rounds for each, and multiple excuses for those middle-of-the-day work absences.
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