If you’re a new sales leader, or any leader in a new role that requires better results, what you do in the first 90 days is crucial. You may be saying, “Well, that’s a no-brainer. I obviously need to improve performance.” Our reply is, “Okay – how? What will you do differently than your predecessor?” You may intend to hit the ground running. But how do you decide which leadership actions are the most important, in which order?”
In When New Sales Leaders Take Charge, Nick Miller and Advantage co-founder John Hoskins argue that leaders must establish the right management vision, strategy, and disciplines from the very beginning. And it’s important to find a balance in those first critical weeks.
Sure, put out the fires and take stock of the organization. But at the same time, develop your long-term perspective. Miller and Hoskins offer 5 sales management disciplines that, if established as routine within 90 days, will vastly increase a new sales leader’s chances of ongoing strategic success. These are valuable insights and tips for any new leader.