The first 90 days determine whether you succeed or struggle. Here is your week-by-week playbook.
Days 1-30: Learn
- Master the product demo (record yourself, get feedback)
- Shadow top performers on calls
- Learn the CRM and sales tools
- Understand your comp plan inside and out
- Map your territory and identify top accounts
Days 31-60: Build
- Start outbound prospecting
- Take your first solo calls
- Build relationships with SEs and support
- Create your first pipeline
- Get feedback on early deals
Days 61-90: Execute
- Run your own full sales cycles
- Close first deals (even small ones)
- Refine your messaging based on what works
- Build consistent daily habits
💡 Pro tip
In month one, focus on learning, not closing. Reps who rush to sell before understanding the product create bad habits.
Bottom Line
Month 1 is for learning, month 2 is for building, month 3 is for executing. Do not skip steps.
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