Sales: First 90 Days in a New Sales Job

Understand the sales process and systems in a job, including leads sources, pricing decisions, walkaway points, planning and preparing for meetings, and what sales meetings, proposals, and visits look like.

Learn to navigate the sales system, track initial contacts, visits, and proposals through the pipeline, and use CRM insights to identify customer types and approaches that boost conversions.

Discover why filling reporting forms matters for tracking conversion rates and pipeline balance, and learn efficient data entry that saves time and informs sales strategy.

Observe potential improvements in your new sales role and note them for later, avoiding early criticism. Build goodwill and understanding before diplomatically proposing changes, acknowledging you might be wrong.

Shadow the most successful sales representatives on customer visits to observe how they understand and connect with customers, compare real practice to theory, and capture best practices during your induction.

Meet a mix of existing, new, and X customers to discover what they like and dislike about dealing with your company, and learn through direct conversations.

Ask customers for referrals during your initial training as a new sales rep to build your list, generate leads, and expand in the local market.

Study the bigger market picture, identify your target market and industry trends, and anticipate future shifts to stay ahead of day-to-day selling, and convert more customers.

Develop core sales skills such as rapport building, objection handling, closing, presentation, negotiating, and time management, and study proven methods through video courses, training, coaching, or books.

Build rapport and long-term relationships with open body language and listening. Uncover needs via a questioning funnel and chassis method, then prove benefits, handle objections, and secure a next step.

Plan your message and timing to land a single main idea, stay interactive with questions, use visual aids, and tell brief stories while standing.

Explore essential influencing tips that apply to sales, including social proof, reciprocity, scarcity, and perceptual contrast, and learn how understanding human psychology boosts sales performance.

Negotiate effectively to protect profit, avoid round-number openings, and use tradeables while knowing your walk-away point and budget.

Master time management to balance urgent and important sales tasks, plan your approach, overcome objections, monitor pipeline and conversion rates, and nurture customers.

Assess your sales pipeline health by mapping cold leads, warm leads, appointments, and proposals, and ensure a properly set up system is in place.

Prioritize leads by value and warmth, target valuable and warm prospects first, quickly qualify warm but not valuable ones, and nurture valuable but not yet warm with research and planning.

Develop a steady sales pipeline by leveraging diverse methods such as referrals, repeats, networking, social media, marketing, events, partnerships, cold calling, and advertising, while expanding reach through collaborations and LinkedIn.

Set weekly goals for calls, meetings, and proposals; plan time to fit activities; work back from sales targets using conversion rates. Monitor progress with performance metrics in the sales system.

Turn networking into a lead generation machine by meeting many people, listening more than talking about yourself, delivering an elevator pitch, and following up with a clear call to action.

Leverage LinkedIn for B2B lead generation by posting valuable content, engaging with potential leads, and connecting with key targets to build relationships that lead to sales.

Produce regular content, short blogs and videos, repurposed across LinkedIn, your website, and YouTube to address audience pain points, stay top of mind, and generate inquiries.

Prioritize leads by value and win probability, collect contact details, and set up reminders to regularly touch base with hot prospects, past leads, top 30, and customers with tailored outreach.

Learn to build a large cold calling list when easy leads run dry, using directories, LinkedIn, Hunter.io, and office visits, while conquering gatekeepers and boosting confidence for higher conversion.

Attend conferences to stay up to date on industry, market, and product-area trends, talk with authority, and build relationships via LinkedIn that lead to sales.

Craft a refined cold calling script with an effective opening line and branch responses, then role-play with others or AI to test and improve your delivery to close more deals.

Schedule an hour of calls daily to set up meetings with potential clients, using a prepared script. Cultivate leads from LinkedIn, local directories, and networking events.

Learn to start meaningful sales conversations with cold emails, using research and personalized messages. Include links, pictures, and videos to support your offer and test volume.

Learn to ask great opening questions and listen actively to build rapport, uncover needs, and guide the sales conversation from the first meeting cues to stronger client relationships.

Create a features and benefits chart to tailor sales pitches, linking product features to customer benefits like saving time, saving money, and being different to their competitors.

Visual learners respond best to what they see; prepare demos or visual aids such as drawings, diagrams, videos, graphs, or working models to prove features and benefits.

Prepare for common objections during the first 90 days by listing likely concerns, then use tailored responses, feel-felt-found concepts, and price justification to close more sales.

Prepare your favorite close in advance to confidently ask for the order, and build trust, surface objections, and show how features deliver benefits to prompt a yes.

Role play scenarios with colleagues to refine your pitch from opening questions to a features and benefits chart, and use AI role plays to handle objections and close.

Build a strong relationship with your boss in the first weeks by being hardworking and attentive, adapting to their personality. Keep them informed using their preferred method and set check-ins.

Create a learning plan for the first three months to set goals, train on product knowledge and CRM, review progress weekly, and build a strong pipeline.

Cultivate a calm, patient mindset to build your pipeline and long-term sales growth, accepting slow initial progress while focusing on learning, relationships, and reputation for lasting results.

Wrap up your first 90 days as a new sales rep by applying all guidance, with ongoing access to the full course and LinkedIn updates for continued learning.