30/60/90-Day Plan for Sales Development Managers in SaaS Companies: A Comprehensive Guide

For Sales Development Managers (SDMs) transitioning into SaaS companies with a team of Sales Development Representatives (SDRs), the 30/60/90-day plan serves as an essential roadmap to understand the organization, assess the team, and implement strategic improvements. This structured approach will help you effectively manage and grow the sales development function within a SaaS environment.

30-Day Plan: Learning and Assessment

Objectives:

Understand the company’s products, culture, and market position Build relationships with team members and key stakeholders Assess current processes, tools, and performance metrics

Actions:

Onboarding and Training:

Complete any formal onboarding programs Familiarize yourself with the company’s SaaS products value propositions and target market

Meet with Key Stakeholders:

Schedule one-on-one meetings with your SDR team, marketing, sales leadership, and customer success teams Understand their perspectives on current challenges and opportunities

Evaluate Current Processes:

Review existing sales development processes, lead generation strategies, and tools Analyze SDR performance metrics such as call volumes, conversion rates, and identify trends

Conduct Team Assessments:

Observe SDRs in action to gauge their skills, strengths, and areas for improvement Collect feedback from the SDRs about their challenges and needs

Set Initial Goals:

Define short-term goals for the team based on initial assessments (e.g., improving call scripts, increasing lead qualification rates)

60-Day Plan: Strategy Development and Implementation

Objectives:

Develop a tailored strategy for the SDR team Begin implementing changes based on assessments and stakeholder feedback

Actions:

Develop a Sales Development Strategy:

Create a clear vision and strategy for the SDR team including target metrics and KPIs Define ideal customer profiles and refine lead qualification criteria

Training and Development:

Identify skill gaps and provide targeted training (e.g., objection handling, product knowledge) Implement regular coaching sessions and role-playing exercises

Process Improvement:

Streamline outreach processes including email templates and call scripts Optimize the use of CRM and sales tools to enhance productivity

Foster Team Collaboration:

Encourage regular team meetings for sharing best practices, celebrating wins, and discussing challenges Promote collaboration with marketing to align on messaging and lead generation efforts

Monitor Performance:

Start tracking the impact of changes through performance metrics Provide constructive feedback to SDRs based on their performance

90-Day Plan: Implementation and Optimization

Objectives:

Full implementation of the new strategy and processes Continuously optimize performance and team dynamics

Actions:

Full Implementation of Strategy:

Launch the revised outreach strategy and monitor its effectiveness Ensure that all SDRs are aligned with the new processes and expectations

Performance Tracking and Adjustment:

Analyze performance data to identify trends, successes, and areas that need adjustment Conduct regular check-ins with SDRs to discuss their progress and any obstacles they face

Establish a Feedback Loop:

Create a system for continuous feedback among team members and between the SDRs and management Encourage SDRs to share insights from their interactions with prospects

Celebrate Wins and Recognize Achievements:

Highlight individual and team successes to boost morale and motivation Consider implementing incentive programs based on performance metrics

Plan for Future Growth:

Start developing long-term initiatives for team growth such as career development plans for SDRs Prepare for scaling efforts as the team becomes more effective and efficient

Conclusion

This structured 30/60/90-day plan will help the Sales Development Manager to effectively onboard, assess, and optimize the performance of the SDR team in a SaaS environment. The focus on understanding the current state, implementing strategic improvements, and fostering a collaborative team culture will set a strong foundation for success.