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How to Crush the First 90 Days at Your New Sales Job

01.19.16   |   Job Search & Career   |   David DeMelo, Vice President of Sales at Treeline, Inc.

How to crush the first 90 days of a new sales jobYou did it. You just accepted the next step and challenge in your sales career. You signed the offer letter, resigned and you are about to embark on your new journey.  Your first 90 days are critical as this is when you immerse yourself into a new role and will be inundated with a new set of skills, knowledge and learning experiences. You want to fully throw yourself into this new role to not only challenge yourself but ultimately set yourself up for success.

Here are a few things that you can do in your first 90 days to set yourself up for success.

1. Be ready.

Your new job starts before you even walk through those doors.  You always want to be prepared. It’s okay to enjoy some down-time in between resignation and start date to have a clear head, but you want to be full of positivity and excitement for your new job.

Leverage those same attributes and habits you learned while conducting the job search.  Get that suit ready, press that shirt and shine those shoes. Read as much as you can about the company, learn its history and do not be afraid to ask your new manager or HR what else you should know before you start.  Measure traffic and even if you get there super early, go grab a coffee and start mentally preparing yourself. Know what time you have to be there, know where you are going, who to ask for etc.  Don’t be late! Better yet, get there early. Start a good routine and habit.

{Related Article: How to Be Your Company's Top Producer}

2.Create a 30/60/90 plan for yourself.

Your manager should have training already in place to help ramp you up in the new role. There will be reading, hands-on training, as well as the idea of getting comfortable with being uncomfortable. You will learn to be independent in the role by trying new things, like making a phone call or doing a demo on your own. The first 90 days will help you get acclimated to the new role, company, and co-workers. You should have metrics in place to help you ramp up. There will be certain goals and milestones you should look forward to achieving that are expected of you.

However, it’s important to have a set of your own goals you want to accomplish in those 30/60/90 days. Hold yourself accountable and empower yourself to hit goals.

In the first 30 days, do you want to:
               - Make a certain number of calls on your own?
               - Do a certain number of demos?
               - Generate a specific number of leads?

In the first 60 days, do you want to:
               -Bring in a certain number of new clients?
               -Close your first deal?

In the first 90 days, do you want to:
               -Close a certain number of deals?
               -Make Rookie of the Year your goal?
               -Be top producer for that month?


Three months can go by fast!  Remember, the first 90 days can set the tone and pace.  This is a written outline of your strategy, and the plans you have for the first 3 months on the job.  This can be one of the most powerful tools you can bring to the table. 

3.Remember people.

This will certainly go a long way.  Have you ever been to a social gathering?  It can be overwhelming with the amount of people you will meet.  Write down the names, make it easier and create ways of remembering by taking notes.  Always have a pad of paper and a pen.  This will show that you are serious and ready. The people you meet in your company as well at any professional event is a chance to build a relationship.

Take initiative to introduce yourself to people in your company who not only work in the same department, but especially in the other departments. If you’re going to work closely with Business Development Representatives, or Account Executives, Marketing, IT, or Product Development, make sure you take the time to get to know members of your team. This will also help you familiarize yourself with who you may go to for certain questions or help, but more importantly you will be instrumental in one another’s success.

{Related Article: Sales-It's Not A Sprint, It's A Marathon}

4.Ask the RIGHT questions.

You just started. You do not know everything……yet.  As you are learning the role and the tools to be successful you will have questions. Be curious and do not be afraid to ask questions.  Knowledge is power and by making sure that your questions are thoughtful can help you as you start your new job.  Ultimately during training, if you do not know about something, ASK!  Not clear?  ASK!

Also, it’s important to write down the answers you get. If someone shows you how to do something, write it down. It’s okay to not know something, but it is not okay to ask someone to show you how to do the same thing several times.

{Related Article: How to Go From an Average to an Exceptional Sales Professional}

5.Find out who the top salespeople are.

Surround yourself with your team members who have been successful in the sales role. Take the time to get to know them. Take them out to lunch and schedule a time to sit with them and ask them questions. Whether they are currently in the same role or were recently promoted from the role, they can be an invaluable resource.

Ask them:
-What are they doing on a day-to-day basis? 
-What has their experience taught them? 
-How are they overcoming objections? 
-What’s something they wish they knew when they first started? 
-What is their pitch and what do they say? 
-How do they start their day?

{Related Article: Building A Pipeline is Like Running Your Business}

6. Set up meetings with your manager.

Sales floors are always hectic and busy.  Set up meetings with your manager and colleagues.  Take the initiative to set the agenda ahead and have direction. This is a great time to ask for feedback, constructive criticism and ways you can improve what you are doing. You will get a better understanding of what your manager’s expectations are. You can also ask for direction and guidance on how to approach each day and goal.

This is a time too that you can also give feedback to your manager on the training. You can explain what was helpful, what you wish you had more of and what you feel could be covered faster. Provide honest feedback, but be eloquent and not cocky.

Remember, you are still in training so take the initiative to continue to listen to your colleagues’ calls or demos. Soak up as much as you can and strive to be better. Don’t be content with the status quo. A 90 day plan is a great way to hold yourself accountable, but if you hit your goal for the day feel good but don’t be content…make one more call or send one more email.

{Related Article: The Best Way to Succeed is to Fail}

7.Take notes, and then take some more notes.

You should have a to-do list every day. It should be prioritized and help keep you focused on the most important tasks firsts. More than that, you should even document your 30/60/90 day success.

Document the days, weeks, and months. This can be highly proficient in determining where you have become strong and also can outline your weaknesses.  This can be a good tool to use in continuing education.  Have you had a question answered or are several people asking the same questions about where certain files/documents are? Organize this in one place, create a shortcut or even an FAQ. This will not only make you more self-efficient but will label you as a self-starter. Managers will love this.   

This is invaluable information you can have to review with your manager and co-workers.

Your first 3 months will be the most challenging and overwhelming experience when you join a new organization.  Be open, inquisitive and positive.  This will ensure a smooth and fast transition. Give yourself the strongest chance for success and crush your first 90 days in the new sales job.

Share some tips, tricks and hacks that can help you excel in your first 90 days in the comments section.

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