The First 30 Days for a New Sales Rep

When interviewing sales reps, one of the most common questions we receive as an interviewer is “what would the first 30 days look like if I earned the job?” While the first 30 days will vary from company to company, there’s still plenty of commonality. Here’s an example first 30 days for a new sales rep:

Week 1

• Review the sales playbook
• Sit in on five prospect demos (see Developing an Example Customer Story for Demos)
• Sit in on five client onboarding calls
• Sit with a client advocate/customer support person for one hour per day
• Learn the sales tools (CRM, email app, etc)

Week 2

• Build a prospect list of 100 people that fit the ideal customer profile (preferably with SalesLoft)
• Practice cold calling with the script for 30 minutes per day with the sales manager
• Sit in on five prospect demos
• Sit in on five client onboarding calls

Week 3

• Cold call 25 prospects per day
• Practice cold calling with the script for 30 minutes per day with the sales manager
• Sit in on five prospect demos
• Sit in on five client onboarding calls

Week 4

• Cold call 50 prospects per day
• Schedule four demos
• Sit in on five prospect demos
• Coaching session for one hour per week with the sales manager (preferably with Rivalry)

The first 30 days for a new sales rep is all about shadowing existing team members as well as training with the sales manager. Then, by the end of the month, it’s time for live calling and prospecting. Training is a critical part of the sales rep on-boarding process.

What else? What are some other aspects of the first 30 days for a new sales rep?