Your first 60 Days.

You've signed the contract, upgraded your wardrobe and now ready to start at your new company. In senior sales roles, what happens in the first 60 days typically determines success or failure. So, where to begin in what can often feel like sucking water from a fire hose?

Learn From Others: Seek out the top performers as they will invariably possess the best Use Cases, proposal templates, and know how to effectively communicate the company's often complex value proposition. Buy them lunch, as some may be protective of what gives them an edge. Navigate the Onboarding Process: Sales Ops, Infosec, IT, Compliance, Training, HR & a myriad of other groups will occupy your time. Be selective where possible, as they alone can eat up an entire quarter. Ensure you reserve time to do your own work.

Territory Assessment & Account Mapping: Your accounts will be in various conditions. Some with potential and those recently sold into. Check with your CS team/platform for renewals on strategic accounts. Hopefully, you received a handover, which can often be perfunctory or your predecessor may paint their work in rosier colours. Do your own due diligence, as you may have to make a case for adjustment.

Build Bridges: Go to events, put yourself about, and get into the office as much as possible. As the new kid on the block, people will be naturally curious and often keen to help. It's useful to learn from wider teams like Product and Delivery as they will possess a wealth of knowledge. Use Company-Wide Assets. Depending on company culture, some orgs can be a little siloed, depending on geography. Don’t be frightened to branch out to your international colleagues. Their perspective and resources will be invaluable. Some may operate in more advanced/ mature markets with better innovation.

Get Out & Meet Customers: Ask to join and do ride-alongs with your colleagues. They won’t say no. You will learn more from the interaction than sitting on Zoom watching a training module.