Sales Career: First 90 Days As A Sales Rep

On day one, navigate orientation by taking notes, listening, and meeting teammates; ask questions about policies, show appreciation, and build relationships to start strong in your sales career.

Learn how to introduce yourself to your new team by emphasizing humility, teamwork, and contributions, and avoiding overstatements to make a strong, collaborative first impression.

Overcome information overload in your first days by preparing the day before, prioritizing personal health, and actively capturing and reviewing notes, passwords, logins, URLs, screen shares, and recordings.

Develop deep product understanding and customer insight by using the product, asking questions, and observing senior sales people, so you sincerely help the ideal customer and sell with enthusiasm.

Turn your onboarding notes into a detailed training manual with passwords and URLs, overdelivering in week one to impress your manager and help future hires.

Prioritize mastering the most frequently used sales software with guidance from your manager to avoid overwhelm, focusing on CRM, lead-gen tools, reporting, Excel, and video conferencing.

Identify seven actions to make a great first impression on coworkers, your manager, and the company during week one, with an exercise and quiz to recall key ideas.

Discover seven strategies to impress in your first week, including humility with specific compliments, overdelivering, early arrival, onboarding contributions, note-taking, and a roadmap to top 1% performance with your manager.

Shadow a trusted mentor to learn the job, take notes, apply lessons after hours, and ask practical questions to demonstrate progress and gain ongoing guidance.

Use lunch with teammates to build rapport and get up to speed sooner by asking purposeful questions about the team, roles, priorities, and upcoming projects.

During the first 90 days in sales, take breaks to refuel without harming your impression; use your personal phone for personal checks and take a walk, avoiding work computer monitoring.

Complete the week two worksheet to define your ideal customer with demographics and psychographics, time the product fits, articulate a clear value proposition, and differentiate from competitors.

Develop active listening to understand customers' real needs, show empathy, read body language, and ask extra questions to tailor your approach and close more deals.

Master your written sales communication by using chatgpt to improve a sample pitch, craft professional emails with effective subject lines, and tailor tone for senior recipients.

Learn to use ChatGPT to rewrite and improve your company's sales emails and templates, turning ready-made pitches into professional, more effective messages that elevate the entire sales team.

Learn the difference between sales leads and prospects, and how qualifying leads turns them into prospects for focused, personalized outreach that drives sales and helps surpass quotas.

Month one zeroes in on learning the product, building strong coworker relationships, and mastering essential sales software (crm, scheduling, automation) through smart questions and proactive issue solving.

Explore common sales objections and how to handle them with practical examples to guide your first 90 days as a sales rep.

Learn how to identify true sales objections as explicit conditions, avoid chasing bad leads, and use empathetic questioning and hypothetical price tweaks to move the sale forward.

Learn to handle sales objections in a business-to-business content licensing service with transparent pricing, a tiered model, case-by-case discounts, and emphasis on ongoing updates and quality.

Maintain your honeymoon period by practicing gratitude and humility, which sustains motivation, strengthens coworker relationships, and keeps performance high during the early days of a job.

Boost intrinsic motivation by managing dopamine through daily and weekly goals, skill mastery, and a confident sales voice during calls to stay energized and focused.

Learn to identify strong leads by spotting buying signals, distinguishing tire kickers, and asking targeted questions to move good prospects through the sales cycle.

Maintain hunger and attentiveness by balancing rapid responses with thoughtful thinking; read, listen, and take time to craft clear, accurate replies that support customer satisfaction and sales.

Learn to negotiate with assertiveness to achieve win-win outcomes, build lasting business relationships, and view each negotiation as a learning opportunity while avoiding overlong, detail-heavy talks.

Learn to manage price negotiation anxiety by sticking to higher pricing, using a sanity map and teammate input to protect long-term revenue, and discerning when discounting is appropriate.

Master the bad cop good cop negotiation technique to set limiting beliefs and influence discounts, using pretend authorities or real constraints to shape buyer expectations and keep conversations constructive.

Explore batna and watna to gauge your negotiation leverage, set your patina as the first line in the sand, and use assertive, transparent communication to decide when to walk away.

Learn to read nonverbal cues by watching response time in conversations, using pauses, rephrase and reframe to guide civil negotiations and reveal others' thinking.

Preempt delivering bad news to guide negotiations by framing it as mild, especially in customer support sales with multiple touchpoints.

Build resilience by reframing rejection as a chance to reinvent yourself and improve your sales skills, turning bad days into opportunities to grow stronger and more confident.

Develop self-awareness and seek diverse feedback to close blind spots before the 90-day sales evaluation, improving calling, emailing, time management, and meetings in two weeks.

Have an experienced mentor sit in on your sales calls to reveal blind spots and provide notes for improvement, sharpening your lingo and confidence to hit your numbers.