QUICKSTART
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officialsalestips.com

New sales leader,
first 30 days.

Twenty-eight moves in the order they need to happen. Check them off as you go. Your progress saves automatically.

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T-minus

Before Day 1

Access, schedule, assess
0/7

How fast you stop feeling in over your head depends on how fast you pull information out of the CRM, the team, and the market.

Get CRM access and build your first dashboard
CRM sheet in the HQ doc
Pull your numbers and build the scenario plan
Goal, rep count, rep OTE, monthly inbound and outbound leads, win rate by source, ARPC by source
Write the questions you'll ask to learn the business
Initial Download in the HQ doc
Get peer calls on the calendar for week 1
Lock the 9am Day 1 call with your team
Self-assess
Name your top 2 growth opportunities and top 2 risks to performing
Talk to people in your ICP who are already in your network
Hour 1

First Hour

Meet, set up, Slack
0/5

How fast you stop feeling disconnected depends on how fast you plug in the routes you use to talk to your team.

Run the intro meeting with your team
Why you picked this company, what you expect from yourself and them, what you've helped AEs accomplish, and that you'll have a plan in 30 days. Do not say you're drinking from a firehose.
Clear the tech and HR stuff
Get on sales@ and the right channels. Connect with the tech guy before you need him.
Take your calendar back
30 minutes every morning, 30 every evening, 90 every Monday, one half day
Message every exec that you're here
Still no firehose line
Create a channel with only you and your team
No execs. No cheeky name. Tell them they can message you there.
Day 1

First Day

Numbers and bookmarks
0/4

How fast you stop feeling lost on your numbers depends on how fast you finish prep and bookmark what matters.

Finish the prep you couldn't do before joining
Dashboard built, annual plan doc started (Scorecard in the HQ doc)
Knock out onboarding, IT, and compliance
Do not put this off
Bookmark what you'll open daily
Dashboard, call recordings, HQ doc, 1:1 sheets, HR system for PTO, OKRs
Start your download meetings if there's time
Same questions to execs, peers, and AEs
Week 1

First Week

Meetings, deals, stats
0/5

How fast you stop feeling like you're still meeting everyone depends on how fast the meetings hit your calendar.

Schedule every recurring meeting
Monday meetings, 1:1s, pipeline reviews, exec 1:1s. Fine if they start a week or two out.
Join the meetings that already exist
Cross-functional and L10s if they run EOS
Get the story on the biggest deals in play
Stakeholders, decision criteria, blockers, risks, relationship with the POC. Give zero advice yet.
Fill in the scorecard for every rep
12 months of data if you can get it
Listen to calls from a top, middle, and bottom rep
Day 30

First Month

Plans and quick wins
0/7

How fast you stop being the new guy depends on how fast you build the plan and bank quick wins with the people you'll need later.

Launch a promotion path alongside a firing path
Get approval first
Build the 3/6/12 month plan
Pull from your download calls, grade every issue by current score and impact, run each strategy through the framework, then model it in scenario plans so you can defend the financials.
Present the plan to your boss for feedback
Present it to the team once approved
Track it with the EOS framework
Deliver a quick win for marketing, CS, SDRs, and support
You'll need them later
Run your 1:1s, pipeline reviews, and Monday meetings
Build the 9-box on your team's performance and potential