This week on the Catalyst Sale podcast we talk about your first 90 days in a new role, or with a new organization. Mike & Jody discuss some of their experiences in onboarding, considerations, and some general do's and don'ts.
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Questions Discussed- What advice do we have for people who are taking on a new role?
- What type of information are you trying to gather in the first 90 days?
- How do you go about "learning" in the first 90 day period?
- Is there anything that you should NOT do during the transition period?
- What is one thing that we/I can do tomorrow to help make the first 90 days more successful?
- Whether onboarding a new client or moving into a new role in an organization, keep in mind - you don't know what you don't know.
- 30/60/90/180/365 plans are important. Failing to plan is a plan to fail.
- Try to remove or limit your preconceived notions.
- Listen & Learn as much as you can in that first 90 day period.
- Try to identify both the formal & informal leaders.
- Get to know your colleagues.
- Questions you can ask
- Why do you do the work that you do?
- What are some of the things the previous person did really well?
- Where did they struggle?
- What do you wish you knew in your first 90 days, that you know now?
- Do the research.
- Know the organization and the people, look for things that you may have in common.
- It is likely that one of the first people you will engage with is a member of the HR team. When you are working with HR, take the time to ask some questions.
- Build Rapport
- Gather Information
- Ask Questions
- Find people who are in a similar role.
- Be cognizant of their time.
- Have a plan.
- Have a conversation with the person who hired you, or brought you into the organization. Work with them to identify and clarify expectations.
- Be really careful about trying to implement new things, take the first 90 days to listen & learn.
- Things you can do to improve your success...
- Take notes
- Identify patterns
- Do NOT assume things
- Find your advocates within the organization.
- Don't let others control your calendar.
- Blind Spots
- Making The Transition from Inside to Field Sales
- @simmons_m on Twitter
- Sales for Non-Sales Professionals - version 3 - 9/27/2018 at ASU SkySong
- Catalyst Sale Website
- Catalyst Sale Workshops & Training
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Catalyst Sale
In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.