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Business processes refer to a series of interrelated tasks or activities performed by individuals

or systems within an organization to achieve a specific business goal. These processes are
designed to efficiently and effectively transform inputs (such as resources, information, or
materials) into desired outputs (such as products, services, or outcomes).

Key characteristics of business processes include:

1. Structured Flow: Business processes typically follow a predefined sequence of steps or


actions to accomplish a particular objective. This structured flow ensures consistency and
repeatability.

2. Cross-Functional: Many business processes involve multiple departments or functions


within an organization. Collaboration and coordination among these different areas are
essential for the smooth execution of the process.

3. Input-Output Orientation: Every business process has inputs, which are the resources or
information required to initiate the process, and outputs, which are the results or outcomes
produced as a result of completing the process.

4. Value Addition: Ideally, business processes should add value to the organization by
increasing efficiency, improving quality, reducing costs, or enhancing customer satisfaction.

5. Measurable: Business processes should be measurable so that organizations can monitor


their performance, identify areas for improvement, and make data-driven decisions.

Examples of common business processes include:

 Procurement: The process of acquiring goods or services from external suppliers.


 Sales and Marketing: Activities related to promoting and selling products or services to
customers.
 Production: The process of manufacturing goods or creating services.
 Customer Relationship Management (CRM): Managing interactions with current and
potential customers.
 Human Resources Management: Activities related to recruiting, hiring, training, and
managing employees.
 Financial Management: Processes related to budgeting, accounting, and financial reporting.
 Supply Chain Management: Coordinating the flow of goods, information, and finances
across the supply chain.

Business process management (BPM) involves analyzing, designing, implementing,


monitoring, and optimizing these processes to improve organizational performance and
achieve strategic objectives. BPM often involves the use of technology, such as workflow
automation software, to streamline and optimize business processes.
sales and marketing process
ChatGPT
The sales and marketing process encompasses a series of activities aimed at promoting,
selling, and delivering products or services to customers. This process typically involves
several stages, from identifying potential customers to closing sales and nurturing ongoing
relationships. Here's an overview of the key steps involved in the sales and marketing
process:

1. Market Research and Analysis:

 Identify target markets and customer segments based on demographics, behavior, and needs.
 Conduct market research to gather insights into customer preferences, competitors, and
industry trends.
 Analyze data to understand market dynamics and identify opportunities for product
development or differentiation.

2. Strategic Planning:

 Develop a marketing strategy that outlines objectives, target audiences, messaging, and
channels.
 Set sales targets and establish key performance indicators (KPIs) to measure success.
 Allocate resources effectively to support marketing and sales initiatives.

3. Product or Service Development:

 Develop or enhance products or services based on market needs and customer feedback.
 Determine pricing strategies, positioning, and value propositions.
 Create marketing collateral, such as brochures, websites, and presentations, to communicate
product benefits.

4. Lead Generation:

 Generate leads through various channels, including advertising, content marketing, social
media, and networking.
 Capture leads through forms, landing pages, and contact information provided by potential
customers.
 Qualify leads based on criteria such as interest level, budget, and buying intent.

5. Lead Nurturing and Relationship Building:

 Engage with leads through targeted communication and personalized messaging.


 Provide valuable content and information to educate prospects and address their needs.
 Build trust and credibility by demonstrating expertise and understanding of customer
challenges.

6. Sales Process:

 Initiate contact with qualified leads through sales calls, emails, or meetings.
 Understand customer needs and pain points through active listening and effective
questioning.
 Present solutions that align with customer requirements and provide value.
 Handle objections and negotiate terms to close deals effectively.

7. Post-Sale Support and Follow-Up:

 Provide ongoing support and assistance to customers after the sale is made.
 Address any issues or concerns promptly to ensure customer satisfaction.
 Seek feedback from customers to improve products, services, and the overall sales and
marketing process.

8. Analysis and Optimization:

 Measure the performance of sales and marketing efforts against predefined KPIs.
 Analyze data to identify trends, opportunities, and areas for improvement.
 Adjust strategies and tactics based on insights to optimize results and drive continuous
growth.

By effectively managing each stage of the sales and marketing process, organizations can
attract, convert, and retain customers, ultimately driving revenue and business success.
sales process
ChatGPT
The sales process outlines the systematic steps that sales professionals follow to identify,
qualify, and close deals with potential customers. While specific sales processes can vary
depending on the industry, target market, and organization, the following is a general
framework commonly used:

1. Prospecting:

 Identify potential leads or prospects who fit the ideal customer profile.
 Utilize various sources such as networking, referrals, cold outreach, and marketing-generated
leads.
 Research prospects to understand their needs, challenges, and how your product or service
can provide value.

2. Initiation:

 Make initial contact with the prospect through channels like email, phone calls, social media,
or in-person meetings.
 Introduce yourself and your company, and briefly explain how your offering can address the
prospect's needs or pain points.
 Seek permission to continue the conversation and gather more information about their
requirements.
3. Qualification:

 Determine if the prospect has a genuine need for your product or service, as well as the
authority and budget to make purchasing decisions.
 Ask probing questions to uncover challenges, goals, timelines, and budget constraints.
 Assess whether the prospect's needs align with what your company can offer.

4. Presentation and Solution Proposal:

 Tailor your presentation or pitch based on the prospect's specific needs and preferences.
 Highlight the features, benefits, and value propositions of your offering.
 Provide case studies, testimonials, or demonstrations to reinforce the effectiveness of your
solution.
 Address any objections or concerns raised by the prospect.

5. Handling Objections:

 Listen actively to the prospect's concerns and objections without becoming defensive.
 Acknowledge objections empathetically and provide relevant information or clarification to
address them.
 Use persuasive techniques such as testimonials, ROI calculations, or risk reversal strategies to
overcome objections.

6. Closing:

 Recognize buying signals indicating the prospect's readiness to make a decision.


 Present pricing, terms, and contract details clearly and transparently.
 Ask for the sale confidently, using closing techniques such as the assumptive close, trial
close, or alternative close.
 Handle any remaining objections or negotiation points to finalize the deal.

7. Follow-Up and Post-Sale Support:

 Confirm the details of the agreement and provide documentation or contracts for the prospect
to sign.
 Express appreciation for their business and assure them of ongoing support.
 Follow up after the sale to ensure customer satisfaction and address any post-purchase issues
or concerns.
 Maintain regular communication to nurture the relationship and explore opportunities for
upselling or referrals.

8. Evaluation and Feedback:


 Reflect on the sales process to identify strengths, weaknesses, and areas for improvement.
 Solicit feedback from the prospect or customer to understand their experience and satisfaction
levels.
 Use insights gained to refine sales strategies, messaging, and techniques for future
interactions.

By following a structured sales process, sales professionals can increase efficiency,


effectiveness, and consistency in converting leads into customers and driving revenue
growth.
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sales order execution
ChatGPT
Sales order execution refers to the process of fulfilling customer orders from the point of
order confirmation to the delivery of goods or services. It involves coordinating various
activities within the organization to ensure that customer requirements are met accurately,
timely, and efficiently. Here are the key steps involved in sales order execution:

1. Order Confirmation:

 Once a sales order is received from the customer, it needs to be confirmed within the
organization.
 Verify the availability of the requested products or services in inventory or production.
 Confirm pricing, quantities, delivery dates, and any special terms or conditions with the
customer.

2. Order Processing:

 Convert the confirmed sales order into a workable format for fulfillment.
 Create internal documentation such as picking lists, packing slips, and shipping labels.
 Enter relevant information into the company's order management system or enterprise
resource planning (ERP) system.

3. Inventory Allocation:

 Reserve or allocate the necessary inventory or resources to fulfill the order.


 Ensure that the allocated items are set aside and not available for other orders or purposes.
 Update inventory records to reflect the allocated quantities accurately.

4. Picking and Packing:

 Retrieve the items from inventory based on the picking list or order details.
 Verify the accuracy of the items picked against the order requirements.
 Package the items securely, following any specific packaging instructions or customer
preferences.
5. Shipping and Delivery:

 Arrange for transportation or shipping of the packaged goods to the customer's designated
location.
 Generate shipping labels and documentation, including invoices and packing slips.
 Coordinate with logistics partners or carriers to ensure timely delivery and tracking of the
shipment.

6. Billing and Invoicing:

 Generate invoices based on the confirmed sales order and shipping details.
 Include accurate pricing, discounts, taxes, and any other relevant charges.
 Send invoices to the customer through preferred channels, such as email or postal mail.

7. Payment Processing:

 Receive and process payments from the customer for the goods or services provided.
 Verify payment information and reconcile payments with invoices.
 Update financial records and accounts receivable accordingly.

8. Order Fulfillment Tracking and Reporting:

 Monitor the progress of sales orders through each stage of execution.


 Track key performance metrics such as order cycle time, on-time delivery rate, and order
accuracy.
 Generate reports to analyze sales order fulfillment performance and identify areas for
improvement.

9. Customer Communication:

 Keep the customer informed about the status of their order, including shipping updates and
delivery timelines.
 Address any questions, concerns, or issues promptly to ensure a positive customer
experience.
 Seek feedback from customers to assess satisfaction and identify opportunities for service
enhancement.

By effectively managing the sales order execution process, organizations can fulfill customer
orders efficiently, meet delivery commitments, and enhance customer satisfaction and
loyalty.
sales order processing documentation
ChatGPT
Sales order processing documentation includes various documents and records used
throughout the sales order execution process to ensure accurate order fulfillment and effective
communication between departments and customers. Here are some essential documents
typically involved in sales order processing:

1. Sales Order Form:

 This document is initiated by the customer to place an order for products or services.
 Contains details such as customer information, order items, quantities, pricing, delivery
instructions, and payment terms.
 Serves as the primary reference for processing the order internally.

2. Order Confirmation:

 A document generated by the seller to confirm the receipt and acceptance of the customer's
order.
 Includes confirmation of order details, such as product specifications, quantities, pricing,
delivery dates, and any special terms or conditions.
 Provides assurance to the customer that their order is being processed.

3. Picking List:

 Lists the items and quantities to be picked from inventory to fulfill the customer's order.
 Typically organized by location or aisle in the warehouse to facilitate efficient picking.
 Used by warehouse personnel to gather the required items for packaging and shipping.

4. Packing Slip:

 Lists the items included in the shipment and their corresponding quantities.
 Often includes product descriptions, part numbers, and any special handling instructions.
 Inserted into the package or attached to the exterior for reference by the customer upon
receipt.

5. Shipping Label:

 Contains shipping information such as the recipient's name and address, sender's details, and
tracking numbers.
 Attached to the exterior of the package for identification and routing by carriers.
 Generated electronically or printed directly from the shipping system.

6. Invoice:

 A document requesting payment from the customer for the products or services provided.
 Details the items sold, quantities, unit prices, total amounts, applicable taxes, discounts, and
payment terms.
 Serves as a record of the transaction for both the seller and the customer.
7. Payment Receipt:

 Issued by the seller upon receiving payment from the customer.


 Confirms the amount paid, payment method, invoice number, and date of payment.
 Provides proof of payment for the customer's records.

8. Order Status Updates:

 Communications sent to the customer to provide updates on the status of their order,
including order confirmation, shipping notifications, and delivery confirmations.
 May include tracking information and estimated delivery dates.
 Keep the customer informed and engaged throughout the order fulfillment process.

9. Return Authorization Form:

 Used to initiate returns or exchanges requested by the customer.


 Includes details such as the reason for the return, product information, and return instructions.
 Facilitates the smooth handling of returns and ensures proper documentation of the process.

These documents are essential for maintaining accurate records, facilitating order fulfillment,
and ensuring smooth communication between customers and internal departments involved in
the sales order processing workflow.
different documents in sales order processing between departments
ChatGPT
In sales order processing, various documents are exchanged between different departments
within an organization to facilitate the fulfillment of customer orders. Each department plays
a crucial role in the process, and the documents exchanged help ensure coordination,
accuracy, and efficiency. Here are the key documents exchanged between departments:

1. Sales Department:

 Sales Order: The sales department initiates the sales order, containing details of the
customer's order, such as product or service specifications, quantities, pricing, and delivery
instructions.

2. Inventory/Warehouse Department:

 Inventory Status Report: Provides information on the availability of products in stock. It


helps the sales department determine whether the requested items are in inventory or need to
be ordered.
 Picking List: Generated based on the sales order, listing the items and quantities to be picked
from inventory for order fulfillment.
 Inventory Adjustment Forms: If discrepancies are found during the picking process,
inventory adjustment forms may be used to record and reconcile inventory discrepancies.
3. Production/Manufacturing Department (if applicable):

 Production Schedule: In cases where products need to be manufactured or assembled, the


production schedule outlines the production plan, including timelines and resource allocation.
 Work Orders: Generated to instruct production workers on the specific tasks and materials
required to produce the items listed in the sales order.

4. Shipping/Logistics Department:

 Shipping Instructions: Details provided by the sales department on how orders should be
shipped, including shipping method, carrier preferences, and any special handling
instructions.
 Shipping Labels: Generated to identify and route packages during transit, containing
information such as the recipient's address, sender's details, and tracking numbers.
 Bill of Lading: Legal document issued by the carrier, acknowledging receipt of goods for
shipment and serving as evidence of the contract of carriage.

5. Accounting/Finance Department:

 Invoices: Generated based on the sales order and sent to the customer for payment. Invoices
include details of the items sold, quantities, prices, taxes, discounts, and payment terms.
 Payment Receipts: Acknowledge payments received from customers and serve as proof of
payment for accounting purposes.

6. Customer Service/Support Department:

 Order Status Updates: Sent to customers to provide updates on the status of their orders,
including confirmation of receipt, processing, shipping, and delivery.
 Return Authorization Forms: Initiated by customers to request returns or exchanges.
Customer service processes these requests and coordinates with other departments for return
processing.

Effective communication and documentation exchange between departments are essential for
streamlining the sales order processing workflow, minimizing errors, and ensuring customer
satisfaction. Each department's cooperation and adherence to standardized processes help
optimize the overall efficiency of order fulfillment.
pleasantries with colleagues and boss when starting new job
ChatGPT
Starting a new job is an exciting opportunity to build relationships with colleagues and make
a positive impression on your boss. Here are some pleasantries and gestures you can use to
greet your colleagues and boss when starting a new job:

1. Warm Greetings:

 "Good morning/afternoon/evening, [Colleague/Boss's Name]! It's great to see you."


 "Hello, everyone! I'm [Your Name], and I'm thrilled to be joining the team."

2. Expressing Excitement:

 "I'm really excited to start working with all of you and contributing to the team's success."
 "I've heard wonderful things about this team/company, and I can't wait to be a part of it."

3. Thanking for the Welcome:

 "Thank you for the warm welcome. I truly appreciate it."


 "I'm grateful for the opportunity to work here and for the warm reception I've received so
far."

4. Showing Enthusiasm for Learning:

 "I'm eager to learn about each of your roles and how I can support the team."
 "Please feel free to reach out to me if there's anything I can assist with. I'm here to learn and
contribute."

5. Expressing Openness to Collaboration:

 "I'm looking forward to collaborating with each of you and leveraging our collective
strengths."
 "I'm here to support the team in any way I can. Let's work together to achieve our goals."

6. Acknowledging Leadership:

 "Boss's Name, I'm excited to learn from your leadership and contribute to the success of our
team."
 "Thank you for the opportunity to join your team. I'm eager to work under your guidance and
direction."

7. Initiating Informal Conversations:

 "Does anyone have any exciting plans for the weekend?"


 "I'm curious to hear more about what each of you does here. What's your role like?"

8. Smiling and Maintaining Positive Body Language:

 Remember to smile, make eye contact, and maintain open and approachable body language
during interactions.

By using these pleasantries and gestures, you'll not only establish a positive rapport with your
colleagues and boss but also create a welcoming atmosphere that fosters collaboration and
teamwork.
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Nail your first 90 days when
starting a new job
As a new hire, if you are like me, you want to deliver value
fast to your company, especially on probation. Your first 90
days are often the most decisive for you and your company
to gauge whether or not you are both a good fit for each
other. I have been in new jobs many times, even within the
same company. At each unique starting point, I knew
within three months if I would succeed or fail— in other
terms, I knew if I was adding value or not. This article will
share the tips I’ve learned on delivering value to your
organisation when starting a new position within the first
months.

Tip #1: Ask a lot of questions


Don’t be shy, and start asking a lot of questions, about the
industry, the trends, the department, the teams, and most
importantly start digging to understand who knows what.
This will greatly accelerate your integration in the
company but also demonstrate that you are engaged,
curious and willing to make a difference. This is like self-
induction and shouldn’t be delayed: you still benefit from
the “newbie” label and will more easily be forgiven for “not
knowing”.
Tip #2: Identify gap areas to fill
You’ve been hired for a reason and you have a job
description. Great. Take this as a baseline for what the
company is expecting. Go beyond the job description —
unless you work in highly political areas, where
overstepping your boundaries are not well perceived — you
should always identify areas or skills which are not
covered in your team or organisation. This will help you in
the long run: you will have a roadmap to ask for training,
hone new skillsets and prepare for more responsibilities. If
you can bridge some of these gaps in the first 3-months,
you will be on a good path to pass your probation period.

Tip #3: Research your industry and function


This tip might be common-sense, and you may already be
quite experienced in your domain. However, any company
has its own idiosyncrasies and the way they run. Research
the trends of your industry, leverage online peer-groups to
know what your industry or function is more concerned
about (check out Quora or Fishbowl). Be ahead of what’s
coming: are there new tools that can make your team
works better? Are there any trends or regulations that will
disrupt the way your industry operates? Keep a watchful
eye on LinkedIn and other social media relevant to your
work: you can see patterns emerging from what people are
posting, and talk about them with your team. See what
they think: you’ll know if your new team or organisation is
driven by new opportunities or mainly reacting to new
challenges. Does this modus operandi suit your working
style? Will you be the driver of changes or the follower?

Tip #4: Take time to meet and know your new team,
colleagues and other departments
When I was younger, I overheard that companies hesitated
to hire juniors or inexperienced people because they
wanted them to be operational straight away. So, as a new
hire, I tended to throw myself straight into the job, and
start working like crazy: this was my M.O. I didn’t have
much time to socialise with colleagues, mostly because I
was scared to be seen as “not working hard enough” until I
realise that working as a team requires more than being a
workhorse: at times, I needed to gather people around new
ideas — how was I going to do that if they didn’t know me?
Then, our company hired a new salesperson. He spent the
first month inviting every single person for a chat and a
coffee. At his first meetings, he brought bacon and egg
rolls for everyone. Within 3 months, he had made more
connections and gotten more from people than I did in 3
years! Developing soft skills, getting to know the people
you will be working with, their strengths, skills, experience
and motivation are essential to establish trust and
empathy.

Tip #5: Over-communicate with your reports


Imagine dating someone for the first time: you would be
sensitive to their new way of communicating, behaviours,
mood and attitudes. At times, you may not even
understand why they are behaving, acting or talking this
way, simply because you are different. This can create
confusion, misunderstandings, and may even lead to a
breakup. Starting a new job is very similar: your ways
aren’t everyone’s way. Spending time to explain why you
are doing what you are doing is essential. This helps
people understand your working style, your rationale and
become familiar with you. Over-communicate with your
manager: this way, they won’t keep wondering. Announce
the why, what, how and when, then deliver on your
promises.

Tip #6: Share your vision and outline your goals


It’s easier to gather people around your goals if you share
them around. Storytell the why and ask about your teams’
goals as well. See where you align, and what common
interests you have. Take your first weeks to know what
motivate the people you will be working with and where
you might be diverging. In the long run, this exercise will
help you understand which ideas will be embraced, and
which will be refuted, and even how to turn the situation
around.

Tip #7: Check in with your boss regularly, ask for


feedback and don’t disagree just yet.
The first 90 days are really meant to see whether or not
you are a good fit for the company. Don’t hesitate to ask
for feedback on how well you are doing. Be open-minded,
and coachable: you will be seen as easy to communicate
with, and people will be more likely to give you honest
feedback.
Also, if you have discovered weaknesses in the way the
team or company operates, don’t speak up just yet. Take
time to learn why your company is operating this way and
suggest incremental improvements (use a Discovery
Report management tool). You will be seen as level-headed
and well thought-through.

But if you really must speak up, then try tip #8 below:

Tip #8: Show and Tell, Pitch your new ideas


Sometimes, you just can’t avoid speaking up because
you’ve identified a problem you know how to fix. In this
case, I advise you to present your ideas as if you were
pitching to investors: tell a story. Stay neutral, explain this
is what you see, this is how you’ve approached the
problem in the past, and present the outcomes. Find
credible case studies or sources to support your pitch. And
give time for your team and manager to digest the
information. Check in again in a few weeks but respect the
decision of the team or your manager, whatever it is. Now
think about whether you can live with rejection too.

Finally, do a stocktake of your first 3-months within your


new company: does the company live by its own values? Do
these values trickle down to their operational teams? Is the
company a good fit for you? Will you be challenged
positively or will your ideas be stampeded on? At the end
of the 3 months, if you have followed all the tips, you
should have a fair picture of what’s in it for you and be
able to make a decision on whether you will be valued or
not.

30 Day Marketing Plan

Use this time to soak up everything and anything about the business,
starting with learning about your team.

Introduce Yourself to Your Team

Number 1 on your to-do list should of course be introducing yourself to


your marketing team. You’re going to be working together everyday so let
them know what you’re all about.

And, help them understand what you’re expecting from them day-to-day.

Some less work-related, but nonetheless important questions could be:

What are your hobbies and interests?

What TV shows and books do you like?

What kind of biscuits will you be contributing to the team snack


drawer?

This is a good opportunity to get to know your team so that you can build
a relationship.

The better you know and understand one another, the better you can all
work together.

We all spend a lot of time at work so it’s important to be happy!

Immerse Yourself in the Business

In your first few weeks at a company, you should be like a sponge.


You should be eager to learn about every part of the business, for
example, do they only operate in the UK market or do they have offices
overseas?

It’s important you find out as much information as possible as this helps
you build up a bigger picture of what the company is all about.

Whether you’re working on a campaign with Human Resources or IT, you


will come into contact with all departments at some point. Use this time to
get to know what they’re about, who the managers are in that
department, what they do, what they’re currently working on, and
essentially show a keen interest in finding out more.

As we’ve already touched on, every department relies on marketing and


will require your services. Therefore it’s good to have an overarching
understanding of each department as this will benefit you moving forward.

It also shows your willingness to learn which is an attractive trait in a new


hire.

Know Your Audience

If you don’t understand who the business targets then you won’t be able
to create successful content.

All marketing efforts need to be strategic and focused to ensure your


content is seen by the right people.

Make sure you do your research and understand your ideal customer
persona. This drills down into who they are, their location, their likes and
dislikes, where they access your content, and much more.

You can use this information to drive future marketing campaigns to


maximise engagement and to reach as many people as possible.

This stage will also tell you what type of customer you don’t target so you
can make sure each piece of content is appropriate and relevant.

Know Your Product / Service

This is a real biggie.

Without knowing your product or service inside out then you will not be
able to effectively market it to customers. You need to understand
everything about it, from USP’s, to benefits, to price point, so that you can
communicate this information in any marketing campaign.

Especially if you’ve transitioned to a new industry then you must learn


about your product/ service in depth. This might take more time and effort
if it’s something you’ve never marketed before but it’s crucial you don’t
overlook this stage.

You can’t expect a consumer to invest in your offering, if you haven’t


invested in it yourself. You need to be able to coherently communicate
with customers and provide a detailed level of information.

Know Your Competition

Understanding what your competition is doing is key.

But firstly you need to find out who your competitors are.

Regardless of what industry you’re in, you need to know who you are up
against as this allows you to stay relevant and competitive. These
companies are competing for the attention of your customers, so you
need to be aware of them.

Get to know how they market their products and services, as there might
be something you can learn from them.

Do they utilise certain social media channels?

Do they attend networking events and exhibitions?

How do they speak to clients in their blog?

There might be a gap here where your company is currently lacking.

By understanding how your competitors attract new customers, and


whether or not these methods are successful, you can start to build on
your existing marketing strategy.

Know Your Strategy

Your strategy will set the entire direction of your time at the company.

You can’t expect to achieve your goals without first developing a strategy.
This outlines your budget, your target audience, what tactics you’ll use,
key messaging, your position in the market, and so much more.

It also helps keep the whole marketing department on track. If each team
member understands the strategy and what you hope to achieve, they will
know exactly what to work towards.

Identify Success

To identify success you should work backwards.


Do your research and take time to look at what’s worked and what hasn’t.

What can you learn from these highs and lows?

Did the department previously try something new which flopped?

Or did they previously secure PR in a local publication which massively


increased brand awareness?

It’s about using this knowledge to incorporate into future marketing


efforts.

By identifying areas in which the company has been successful, you can
implement these methods and concentrate more resources in expanding
them.

Review the Past

You don’t want to waste time and resources on something which has
already been proven not to work.

By reviewing previous marketing campaigns and their performance, you


can make your marketing efforts more strategic.

Look back at previous marketing reports and let the numbers do the
talking.

If you saw a decrease in engagement due to posting on social media 5


times a day then clearly posting less is more desirable.

You should also review previous marketing activity to get a clear view of
what you need to do going forward to meet your targets.

Talk to Existing Customers and Prospects

You can learn a lot from talking to existing customers and prospects.

Make sure you build up a relationship with them and identify what they
need from the business.

Do they communicate any pain points?

Is there a gap we could fill?

By understanding what your customers need, you can create content that
is tailored to their needs.

You’re not creating content for the sake of it, but rather serving a demand
which you have identified in your existing customer base.
Customers are the best way to judge the success of a marketing
campaign. By putting their needs first, you can retain current customers
and also attract new leads.

You could also spend time with the customer service department and sit
in on some calls. This will allow you to find out what customers do and
don’t like about the business and how they think your offering could be
improved.

Stay Up to Date

By being aware of any changes in consumer behaviour, you can make


sure your marketing activity is catered towards their needs.

Maybe what they need from your business has changed or there has been
a shift in their priorities. By keeping ahead of this curve, you can be
confident that your content is relevant and satisfies their demands.

It also shows customers that you’re responsive, as you’re listening to what


they want from your business.

Only because something worked before it doesn’t necessarily mean it


always will. You need to be prepared to adapt to stay competitive in the
marketplace.

60 Day Marketing Plan

At this point you should have a better understanding of the team and your
customers. Now it’s time to level-up your marketing manager skills even
further.

Review Brand Guidelines

Your brand guidelines should be your bible.

Without this all-encompassing document, there’s nothing tying your brand


together.

From creating printed leaflets, to blogs, to merchandise, to web design, all


of these elements need to be consistent.

A customer should be able to look at any of these elements independently


and know it is your brand. Without a set of guidelines, these designs will
be messy and inconsistent with one another.

Everything from typography to colour palette is included in your brand


guidelines and this should be referred to for every campaign.
Familiarise yourself with these so you understand how to create content
and visuals moving forward.

Check All Marketing Collateral

The importance of this point is often overlooked, but it shouldn’t be.

Your marketing collateral is anything that promotes your business offering


to customers.

It includes, your business cards, stationary, leaflets, brochures, website,


magazines, newsletter, blog posts, white papers, essentially anything
customers might find when researching your business.

As a result, it needs to convey the correct message. From content to


visuals, every part of your marketing collateral should communicate your
brand message.

Companies might decide to change their logo or develop a new tagline to


better convey their offering to customers.

However, the problem with this is making sure you implement these
design changes across all forms of marketing collateral. Often enough,
some are left with old branding which looks lazy and unprofessional.

Make sure you check all marketing materials to make sure they are
consistent and up to date.

Speak to External Agencies

Depending on the company, you might work with 4 or 5 external


businesses. From creative agencies to printing houses, you will come into
contact with other companies on a regular basis.

Make sure you get to know the different people at each company and
what their position is.

This will enable you to reach out to the right person should you ever need
to talk to them.

Furthermore, maintaining a good relationship with them is key. Whether


it’s a partner, agency, or members of the media, having a good
relationship allows you to identify opportunities for brand awareness to
better engage your target audience.

For example, as a marketing manager you may need to liaise with a


creative agency to develop an advertising campaign to launch a new
product.
You should be able to communicate with them effectively and feel
comfortable picking up the phone to discuss ideas.

Familiarise Yourself with Software

From email marketing software to social media scheduling tools, make


sure you feel comfortable using each type of platform.

You will need to find out what each piece of software does and why the
business uses it to give you an understanding of the value it can bring.

Depending on the company, the amount of software they use and the
type of software they use will vary.

You should feel confident that you can use each platform independently
and use it for the advantage of the marketing department. For example,
being able to use Hootsuite will save both you and your team lots of time
when it comes to scheduling multiple social media posts.

This will free up some capacity and allow you to concentrate on other
things.

Get Reports from Tools That You Have Set Up

It’s not enough just being able to use and navigate the software, you also
need to know how to pull reports from them.

When it comes to marketing, reports are key as they allow your manager
to measure the performance of different campaigns. From Google
Analytics to Mailchimp, these reports can be run on each part of the
marketing activity.

This allows you to create strategic marketing campaigns that attract your
ideal customer by understanding how they interact with your business.

Setup Tools You Don’t Have Set Up

There might be some tools that are yet to be set up so it’s your job to get
these up and running.

The tools you require will depend on what you’re trying to achieve
whether it’s analytics and SEO, marketing automation, project and task
management, or marketing strategy and roadmapping.

Any tool you use should provide you with more insight into how your
marketing efforts are working, allowing you to make changes where
necessary.
The goal for a marketing manager is to grow the business, so having this
data is essential to making sure you’re moving in the right direction.

Download the free Marketing Careers Handbook here

Develop Your Teams Skill Set

Going back to my earlier point, you were hired for a reason.

You’ve got a set of skills that made you successful when acquiring the role
of marketing manager. You can bring these skills to the people you work
with, including those in your immediate team.

You should have a pretty good idea of people’s strengths and weaknesses
and which areas they might need further support with.

People will excel and struggle in different areas so it’s your responsibility
as their manager to enhance their professional development.

During your second month, you should identify any skill gaps in the
marketing department and identify ways you can help. Maybe you could
spend some time with them, explaining a particular subject or showing
them how to use a system.

We’ve created a free Marketing Careers Handbook which details the


information every marketer needs to know when it comes to career
progression. From understanding what skills are required at what level, to
providing a list of marketing resources to aid development, this free
handbook can help you support the growth of your team.

Draft a Training Strategy

Similar to the point above, you should know your team enough by your
second month to have an idea of who is good at what.

This allows you to identify which people need further training and in what
areas. Using this knowledge you can start drafting a training strategy that
will outline how you plan to develop different employees.

Maybe they could sign up to an online course or shadow a different


department to broaden their understanding of that business area.
Developing employees is not only advantageous for their own professional
development but also for the company as you are increasing the expertise
of the team.

The more they know, the more value they can bring to the business so it
works in everyone’s favour to improve their skill set.
In the future, this could enable employees to apply for higher roles within
the company.

Create a Hiring Plan

Although you will not be expected to make any hires during your first 3
months as a marketing manager it’s always good to have a plan in place.

By identifying what skills are currently missing in the team, you can seek
our future candidates who can fill these positions.

It’s always a good idea to have an understanding of which positions are


still needed so you can effectively craft a marketing job description.

Having the right people in your department will make your life a lot easier.
Let’s not even talk about how costly and time consuming the recruitment
process is!

By understanding exactly what you need will help you get your future
hires right.

Contribute to Company Wide Goals

As a marketing manager, you’ll be included in company wide initiatives


and you’ll be expected to bring your ideas to the table.

Your CEO and other managers will want to hear your views on how
the business can grow.

This will not only be limited to the marketing department but also
company wide goals which drive the entire business.

Be ready to contribute your own thoughts and ideas in executive and


board meetings. Be confident in your own views, even if they’re different
from someone else. You never know, you could suggest something that no
one has ever thought of.

Don’t shy away from the opportunity to make a real difference.

90 Day Marketing Plan

We’re nearing the end of your first 3 months so your responsibilities will
shift to understand marketing and sales processes so that you can make
the most impact.
Market Yourself

Marketing yourself is one of the most important things you can do in your
job role.

As a marketing manager, you should never stop promoting your personal


brand.

Clearly your CEO and hiring manager have faith in your abilities, otherwise
you would never have landed the job in the first place. You’ve been put in
a position of responsibility so make sure you show that they have made
the right decision.

You need to be strong, confident, decisive, and sociable. Every


department will draw on marketing at some point, so make yourself
known and build relationships with key people within the company.
Crafting your personal brand is key to influencing how other people see
you.

From how you interact with colleagues to how you dress, you are creating
an external persona.

Make sure you create the right persona otherwise you will not be taken
seriously.

Map Out Your Funnel

If you want the sales process to run smoothly then you absolutely must
create a marketing funnel.

By mapping out the process of how to transform a visitor into a lead or


paying customer, you are outlining the customer’s journey from start to
finish. This is a key resource for both the sales and marketing teams as
they understand how to nurture a warm lead.

It’s a highly effective way to explain a complex process and is a good


visual tool.

By understanding the process in its entirety you can concentrate on


creating content that facilitates the transition from the ‘awareness’ stage
(where a customer first learns about your product) through to making a
sale. This could be in the form of case studies, whitepapers, and webinars.

Conduct a Brand Audit

Has revenue taken a bit of a dip lately?

Have you lost some of your customers to competitors?


These are reasons as to why you should conduct a brand audit. This
process lets you get inside your business and review what’s working.

Your brand is what sets you apart from your competition and if it’s not
working for your customers, then it needs to change.

It needs to appeal to your target audience and convey your brand


messaging.

Everything from your website, to your social media, to your printed


marketing materials promote your brand and reach out to your audience.

Undertaking this process as a newly appointed marketing manager is very


important as it provides you with the opportunity to improve your
branding by implementing corrective strategies.

Conduct a Website Audit

Similar to the point above, a website audit allows you to monitor the
effectiveness of your website.

This is usually the first thing people see when they are learning about
your company. Think about it, if we hear a brand name or learn about a
service we’re interested in, the first thing we do is plug it into Google and
have a nosy around the website.

As a result, it’s important the website experience is enjoyable for users


and makes them want to invest in your offering.

By conducting a website audit you can identify ways to increase your


online presence, and in turn, increase user engagement. It’s about a lot
more than just uncovering erros, it’s about discovering new revenue
opportunities and boosting profitability.

Finding ways the business can make more money will be great news for
your CEO.

Conduct a Content Audit

Regardless of your business, you should never underestimate the value of


content marketing.

But is your current content serving its purpose?

Conducting an audit allows you to sift back through your existing content,
whether that’s website copy, white papers, infographics, or ebooks to
make sure it’s all communicating the right message.
Maybe you hired some guest bloggers to post some content on your
website that is no longer relevant.

Maybe your tone of voice has changed, or your target audience, and you
need to tweak your content to suit these needs.

It’s never a good idea to just create something and leave it hanging.
Things change in the world of content marketing and making time to
review what currently sits on your website is a great way of staying
relevant.

Review Social Media

As you’ll already know, social media is a fantastic tool when it comes to


promoting your business.

By using different platforms you can engage with a large audience


and increase your brand visibility.

But it’s important that you’re using the right social media platforms and
posting the right type of content in order for it to be a success.

Not every channel works for every business, and your team should
concentrate on what’s generating the most results.

Maybe you have a bakery business and Instagram receives the highest
level of engagement. I mean who doesn’t want to see photos of cakes?! In
this scenario you should put more time into growing your Instagram
following as this is where most of the customer base sits.

Similarly, you should understand what type of content to produce. By


using analytics tools, you can measure how much engagement different
posts generate, and use this information to drive future campaigns.

Get On Top of Your Marketing Budget

As a marketing manager, you’ll most likely be in charge of the marketing


budget.

It will be your responsibility to work out how and where this budget should
be allocated.

Typical costs for the marketing department include:

 A retainer with an external agency


 Advertising
 Exhibitions
 Printing brochures
 Producing merchandise
 Staff expenses
 Digital software
 Camera equipment
 Website development
 Events

All of these areas cost money, and it will be up to you to decide how much
budget should be spent.

Maybe you need to cut back in a certain area, or invest more budget into
another area which is doing really well. For example, you might choose to
ditch a certain exhibition this year because it’s not generating enough
leads.

Or perhaps you need to buy another license for Adobe Suite as the team
has now expanded and they need access to the online tools.

It’s your job to correctly calculate these expenses and to also justify your
reasons to your CEO or immediate boss.

Set Up An “Inner Circle”

It’s important you have people within your company who you can go to
and confide in.

Whether that’s professionally or personally, it’s essential you have


colleagues that you can rely on and trust.

Working in marketing is stressful and at some point you will need


someone to vent to! Having people who can listen to your thoughts and
feelings and help you move forward is an essential part of being
successful at work.

Especially when you’re a manager, you will have a lot of pressure riding
on your shoulders. It’s important to have people who can lend an ear and
offer you support as there is nothing worse than bottling up your stress.

Only because you are in a position of responsibility, it doesn’t mean


you’re not allowed to be human. You have emotions, and at times, will
feel overwhelmed.

Make sure you reach out to people.

Get Ready to Challenge People

Being a good manager doesn’t just mean saying ‘yes’ to everything.

Obviously you want to make a good impression and keep your CEO happy,
but you were hired because of what you can bring to the company.
If you have a better idea or don’t agree with something then make sure
you voice your opinion. You weren’t employed to be a sheep.

Only because they have always done something a certain way doesn’t
necessarily make it right. Large organisations in particular can fall into a
habit of playing it safe. If a method has been tried and tested, they can be
reluctant to change.

Be prepared to challenge your team and even your CEO to present your
own ideas. Obviously, you’ll need to be able to justify your reasons to
have any chance of convincing them. You’ll also need to be very
professional in your approach and communicate your ideas calmly and
clearly.

Finally, Get Ready for Success!

You’re at the final stage of your 3 month plan, BUT the hard work certainly
doesn’t stop here!

Assuming you’re good at your job, then success is on it’s way.

You should have definitely made your mark on the company by now. Your
CEO and other managers should be able to see how you’ve approached
the role and how you’ve contributed to growing the business.

If you’ve been eager to learn, contributed ideas, developed a sound


marketing strategy, and proven your capabilities as a manager, then it’s
time to look forward.

It’s not enough to just stay at the same level and get complacent, you
need to consider how the business can scale up.

What operations and processes need to be improved?

What resources are lacking?

Are the gaps in your department that need to be filled?

This is the exciting bit as you can start practically implementing your
vision and driving the business to success.

30-60-90 Day Marketing Manager Plan FAQs

Before we finish up, let’s turn our attention to some frequently asked
questions regarding a 30-60-90 day marketing manager plan.


What is a 90 Day Plan?

How Can I Create a 90 Day Plan?


What Makes For a Good Marketing Plan?

90 Day Marketing Plan: What to Do In Your First 90 Days

The role of a marketing manager is both exciting and complex.

Be prepared to be leaned on by various departments as you get stuck into


every aspect of a business.

That said, it’s a fantastic opportunity to make a real difference. Marketing


is at the heart of every single company and without it, you wouldn’t have
any customers to sell to.

Whilst there will be hundreds of things to do on your to-do list and you’ll
want to hit the ground running.

Having a solid 30-60-90 day plan lets you prioritise your workload for the
first 3 months and will help you achieve key milestones.

It’s something to refer back to and will keep you on track should you ever
get lost in the marketing madness!

At Canny we know firsthand how much you have on your plate, and how
much is expected of you. Thankfully we’re here to take a little bit of
pressure off so that you can concentrate on success.

From branding to website design, we give you total peace of mind that
your project is in safe hands. Speak to a member of our friendly
team today to see how we can help!

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