🚀 First 90 Days in a Sales Role: Setting Yourself Up for Success 🚀

Starting a new sales role can be both exciting and challenging. Your first 90 days are crucial in setting the foundation for long-term success. Here’s how you can make the most of it! 🌟

🌟 Employees who have a strong start in their new role are 58% more likely to remain with the company long-term. 🌟

Setting Yourself Up for Success: Key Activities in Your First Week

Your first week sets the tone for your journey. Don't let obstacles like not receiving a laptop or access to systems delay you. The fact is that salespeople are always on the clock and 90 days later, nobody will care you lost a week or two for those reasons.

Focus on:

1. Understanding the Company Culture: Tip: Spend time getting to know your team and the company's values.
2. Learning the Product Inside Out: Tip: Dive deep into the product offerings to understand their unique selling points. This info is publicly available, you can get ahead of the game by starting this step before Day 1.
3. Meeting Key Stakeholders: Tip: Identify and connect with key players within the organization to build strong relationships.
4. Setting Clear Goals: Tip: Work with your manager to set realistic and achievable goals for your first 90 days. Push the pace, have a 1:1 with your manager the first week to review your draft plan. Again, create a strawman version prior to Day 1 and update quickly.

🏆 Inspirational Quote: "The beginning is the most important part of the work." – Plato

Building a Pipeline from Scratch: Proven Techniques for Rapid Results

A robust pipeline is the backbone of your sales success. Here’s how to build it quickly:

1. Leverage Existing Contacts: Tip: Reach out to your network ahead of your start date and let them know about your new role. They'll be excited for you and begin thinking of ways to help you, including scheduling meetings you'll need to move the ball.
2. Utilize Social Media: Tip: Use platforms like LinkedIn to connect with potential clients and industry influencers. Follow the best practice rules for that, which I cover in another blog.
3. Attend Industry Events: Tip: Participate in conferences and trade shows to meet prospects and learn about market trends. If this isn't possible in your first 90 days, search for webinars and attend them, paying attention to the keynotes and attendees. Most webinars have replays available, find those and network with the speakers and anyone who drops comments on the post.
4. Cold Calling and Emailing: Tip: Don't underestimate the power of a well-crafted cold call or email to generate leads. Be original and authentic. If you're taking over existing business, contact everyone in your account(s) letting them know you're on the job. Ask them how the relationship is going, what they like, don't like, and what you can do to up the game with their help. This last piece is the key, relationships are bidirectional, so the customer owns part of the success as you do.

😂 Humor Break: "In sales, it's not about having the right opportunities. It's about handling the opportunities right." – Mark Hunter 😂

Metrics that Matter: Tracking Your Progress in the First 90 Days

Tracking your progress ensures you're on the right path. Focus on these key metrics:

1. Number of Leads Generated: Tip: Track how many new leads you’ve added to your pipeline, or expansion/growth opportunities if you're taking over existing business. Ask your Marketing team how you can help them, they'll appreciate it and return the favor.
2. Conversion Rate: Tip: Monitor the percentage of leads converting to opportunities and pipeline progression. Capture the $'s and %'s of change. You'll want this later for your QBR and annual review, something I cover in another blog.
3. Sales Cycle Length: Tip: I LOVE this one, I've been accused of being very competitive. Measure the time taken from initial contact to closing a deal, and compare against what you were told it was before you started with the company. Strive to find optimization opportunities to improve...not suggesting at all to cut corners. Improve and share with your teammates and leadership what you tried and the results.
4. Revenue Generated: Tip: Keep an eye on the revenue you're bringing in to assess your financial impact. You're in sales, so it's about the results, period. If it's number of SQLs, qualified meetings, PoV's completed, or deals signed, you need to keep your own metrics if they aren't captured in your CRM. Save for your QBR and annual review. This is a key theme, ultimately it's up to you to ensure you're getting acknowledged for all areas you're contributing to move the business forward.

🎥 Free Guidance: Check out my latest video on tracking essential sales metrics effectively! TBD

Why This Matters:

The first 90 days are your opportunity to lay a solid foundation for your new sales role and sets a foundational behavior everywhere you go. By focusing on key activities, building a strong pipeline, and measuring your progress, you'll set yourself up for long-term success.

💬 Call to Action: What strategies have worked for you in the first 90 days of a new sales role? Share your experiences in the comments below, like this post, or tag someone who could benefit from these tips!

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