Tiffany Ray’s Brag Book

Award-winning Territory Sales Manager with a demonstrated history of success in the medical device industry.

30-60-90 Day Strategic Plan

30 Days:

  • Learn the products, software, and competition inside and out
  • Deepen established physician relationships
  • Develop relationships with key physicians, clients, and decision makers in every account
  • Study the internal install base to determine aged units and opportunities for upgrades
  • Meet with local engineers/service leaders to learn more about the local environment and install base (both with GE and with competition)
  • Build relationships with my teammates in each state- find out what they have in the pipeline, what their short-term and long term goals are, and how I can best support them. Get to know each of them on a personal note as well to develop strong layers in our relationship
  • Understand each customer’s needs and expectations and address any concerns right away
  • Develop a strategic plan for each IDN/account based on what I learn from my teammates, manager, data analytics, current customers, and my knowledge and relationships:
    • Identify low hanging fruit and potential customers to develop a strategy for the full sales cycle from prospecting, qualifying, building strategy, delivering value propositions, presentations, pricing strategy, all meetings and follow up, installation, post-sale satisfaction, etc.
    • Create a strategy for managing and growing the business with current customers
    • Develop weekly and monthly personal objectives that will impact ability to exceed forecast objectives
  • Touch base with Morgan and Tom at the end of 30 days to make sure I am on track to meet short- and long-term objectives and am exceeding their expectations

60 Days:

  • Continue gaining more in-depth knowledge of products, sales territory, and competition
  • Build customized and targeted plans for each imaging account manager with actions to track and metrics for success
  • Understand the politics, organizational structure, budgeting cycles, and purchasing cycles in each account
  • Continue developing and deepening relationships with local engineers/service leaders to learn more about the local environment and install base (both with GE and with competition)
  • Work closely with my teammates to prospect, strategize, and learn from them
  • Plan key physician/customer entertainment events
  • Deepen established physician relationships
  • Develop relationships with key physicians, clients, and decision makers in every account
  • Prospect for new business in my territory through the strategic territory plan
  • Fine tune the strategic plan as I learn more about the products, territory, opportunities, etc
  • Touch base with Morgan and Tom at the end of 60 days to make sure I am on track to meet short- and long-term objectives and am exceeding their expectations

90 Days:

  • Continue gaining more in-depth knowledge of products, sales territory, and competition
  • Prospect for new business in my territory through the strategic territory plan
  • Work closely with my teammates to prospect, strategize, and learn from them
  • Deepen established physician relationships
  • Continue developing and deepening relationships with local engineers/service leaders to learn more about the local environment and install base (both with GE and with competition)
  • Develop relationships with key physicians, clients, and decision makers in every account
  • Lead training and support for account community team
  • Leverage relationships with key reps outside of GE with similar call points
  • Lead at least one trade show or scientific meeting
  • Fine tune the strategic plan as I learn more about the products, territory, opportunities, etc
  • Touch base with Morgan and Tom at the end of 90 days to make sure I am on track to meet short- and long-term objectives and am exceeding their expectations