Sales: First 90 Days as a New Sales Rep from Udemy

Sales: First 90 Days as a New Sales RepPractical tips to ace your first 90 days in a sales role

Are you starting a new sales job and feeling the pressure to hit the ground running? Whether this is your very first role in sales or you’ve already got a few under your belt, you know how important it is to build a strong foundation in those first 90 days. After all, these three months can set the tone for your entire career. But don’t worry—that’s exactly where this course comes in.

I’m Chris Croft, and with over 25 years of experience teaching sales, negotiation, and presentation skills, I’ve seen what works—and what doesn’t—when it comes to setting yourself up for success. This course is your roadmap to establishing the right mindset, mastering your product knowledge, and building great relationships with your team, boss, and customers.

Inside, you’ll discover how to hit the ground running with practical strategies for goal setting, prioritizing your time, and managing your book of business effectively. We’ll start with the essentials, like learning how to acclimate to your new environment, understanding the sales processes and tools your company uses, and setting up strong organizational relationships. These are the key building blocks that will keep you confident and focused.

From there, we’ll dive into sales activities, like finding leads, managing your pipeline, and creating standout sales presentations. You’ll learn how to prepare for sales meetings, handle objections, and close deals with confidence. Plus, we’ll explore the mindset you need to stay motivated and patient as you build momentum, and I’ll show you how to develop a learning plan that ensures your long-term growth.

By the end of this course, you’ll have a rock-solid foundation, a clear action plan, and the confidence to make your first 90 days a springboard for success. So, are you ready to start strong? Join the course today, and let’s make your first 90 days your best 90 days.

What's inside

Syllabus

Acclimate to your new sales role: Essential steps to succeed

Introduction

Be a learner first: Listening and observing in a new sales role

Project confidence and credibility through your appearance

Traffic lights

Read about what's good

what should give you pause

and possible dealbreakers

Provides practical strategies for goal setting and time management, which are essential for new sales representatives to quickly become productive and organized

Covers building relationships with team members, bosses, and customers, which is crucial for integrating into a new sales environment and fostering long-term success

Explores lead generation, pipeline management, and sales presentation creation, which are fundamental skills for driving sales and achieving targets

Includes techniques for handling objections and closing deals, which are critical for converting leads into successful sales and boosting confidence

Emphasizes the importance of a patient mindset and continuous learning, which are vital for sustained growth and adaptability in the sales profession

Requires learners to understand the sales processes and tools their company uses, which may vary significantly across organizations and require additional training

Reviews summary

Roadmap for new sales representatives

According to the course materials, this course provides a practical roadmap specifically designed for individuals starting their first 90 days in a sales role. Learners can expect to gain a solid foundation covering everything from acclimating to a new environment and understanding company processes to mastering lead generation, managing pipelines, and closing deals. It emphasizes building strong relationships with colleagues, bosses, and customers. While the comprehensive syllabus suggests a detailed approach to core sales activities and mindset development, potential learners with significant prior experience might find some sections too foundational.

Structured approach through numerous short lessons.

"The number of individual topics covered is impressive, offering a step-by-step guide."

"It breaks down the content into many small, digestible lessons."

"Looking at the syllabus, it seems very thorough for covering the initial period in a sales job."

Best suited for beginners in the field.

"This course seems ideal for someone who is completely new to sales."

"If you have some sales experience already, parts of it might feel like review."

"It provides a great starting point, but I might need more advanced training later on certain topics."

Highlights the importance of soft skills and attitude.

"I found the emphasis on building relationships with my manager and colleagues really valuable."

"The sections on developing a patient mindset and a learning plan were helpful for long-term thinking."

"It's good that it covers not just tactics but also the right attitude needed for success in sales."

Covers a wide range of essential sales skills.

"I appreciate how it touches upon lead gen, meetings, objections, and closing – hitting all the key areas."

"From understanding the sales process to developing presentation skills, it covers a lot for beginners."

"It felt like a good overview of all the core competencies needed for a new sales rep position."

Offers concrete actions for immediate application.

"I felt like I had a clear plan of action for my first few weeks after going through the initial modules."

"The course really breaks down how to get started and what priorities to focus on in a new role."

"It gave me practical steps on how to approach my new team and understand the company culture quickly."

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Sales: First 90 Days as a New Sales Rep with these activities:

Review Sales Fundamentals

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Refresh your understanding of core sales concepts to build a solid foundation for the course.

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Review basic sales terminology and concepts.
Practice identifying customer needs and offering solutions.
Familiarize yourself with different sales methodologies.

Read 'The Sales Magnet'

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Learn modern sales techniques to attract customers and build a strong pipeline.

View Putting Knowledge to Work on Amazon

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Read the book and take notes on key concepts.
Identify actionable strategies you can implement in your new role.
Reflect on how these strategies align with the course content.

Role-Play Sales Scenarios

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Practice sales techniques and objection handling with peers to improve confidence and skills.

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Find a partner or group of classmates.
Create realistic sales scenarios based on course content.
Take turns playing the roles of salesperson and customer.
Provide constructive feedback to each other.

Four other activities

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Develop a 90-Day Sales Plan

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Create a detailed plan for your first 90 days, including goals, strategies, and key performance indicators (KPIs).

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Define specific, measurable, achievable, relevant, and time-bound (SMART) goals.
Outline strategies for lead generation, pipeline management, and closing deals.
Identify key performance indicators (KPIs) to track your progress.
Create a timeline for achieving your goals.

Create a Sales Presentation

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Design a compelling sales presentation based on a product or service you are familiar with.

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Choose a product or service to present.
Identify the target audience and their needs.
Develop a clear and concise presentation outline.
Create visually appealing slides with key information.
Practice your delivery and refine your message.

Read 'Never Be Closing'

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Learn how to build trust and provide value to customers for long-term success.

View Never Be Closing: How to Sell Better Without... on Amazon

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Read the book and highlight key takeaways.
Reflect on how the concepts apply to your sales role.
Identify strategies for building trust with customers.

Mentor New Sales Hires

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Share your knowledge and experience with new sales hires to reinforce your understanding and help them succeed.

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Volunteer to mentor new sales hires at your company.
Share your insights on sales techniques, pipeline management, and customer relationship building.
Provide guidance and support to help them achieve their goals.

Career center

Learners who complete Sales: First 90 Days as a New Sales Rep will develop knowledge and skills that may be useful to these careers:

Sales Representative

A Sales Representative thrives on building relationships and closing deals. This role requires prospecting leads, managing a pipeline, and presenting solutions to potential customers. The Sales: First 90 Days as a New Sales Rep course is invaluable for anyone looking to excel as a Sales Representative, especially in their initial months. The course helps build a foundation in understanding sales processes, mastering product knowledge, and developing key sales skills like lead generation, objection handling, and effective closing techniques. The course also emphasizes reporting and tracking sales performance. These are critical for a Sales Representative to demonstrate their value and achieve targets. Learning how to build relationships with their team, boss, and customers is also crucial for long-term success as a Sales Representative.

See salaries and explore the career path for Sales Representative

Lead Generation Specialist

A Lead Generation Specialist focuses on identifying and acquiring new leads for the sales team, using a variety of techniques and channels. If you want to become a Lead Generation Specialist, the Sales: First 90 Days as a New Sales Rep course is an invaluable resource, particularly the modules on sales lead generation, social media marketing, content creation, and networking. The course teaches how to identify and prioritize high-value leads, craft compelling email campaigns, and leverage social media to generate leads. The course also emphasizes the importance of tracking lead generation efforts and measuring results, which is essential for a Lead Generation Specialist to demonstrate their impact and optimize their strategies.

See salaries and explore the career path for Lead Generation Specialist

Business Development Manager

A Business Development Manager focuses on identifying and pursuing new business opportunities to drive revenue growth. The Sales: First 90 Days as a New Sales Rep course directly addresses the skills and strategies needed to become a successful Business Development Manager. The course emphasizes lead generation, pipeline management, and effective sales presentations. A Business Development Manager can leverage the course's teachings to identify and prioritize high-value leads, craft compelling sales pitches, and build a strong brand through content and social media. The focus on time management and a patient mindset may also help Business Development Managers navigate the complexities of building long-term business relationships and achieving sustainable growth.

See salaries and explore the career path for Business Development Manager

Client Relationship Manager

A Client Relationship Manager cultivates and maintains strong relationships with clients, ensuring their satisfaction and identifying opportunities for growth. If you want to become a Client Relationship Manager, the Sales: First 90 Days as a New Sales Rep course can provide a solid foundation. The course's emphasis on building relationships, understanding customer needs, and generating referrals can be directly applied to managing and growing client accounts. It may also help build a foundation in presentation skills, negotiation, and developing a patient mindset for long-term client relationships. Learning about pipeline analysis and prioritization of high-value leads can help a Client Relationship Manager identify growth opportunities and improve client retention.

See salaries and explore the career path for Client Relationship Manager

Sales Consultant

A Sales Consultant advises businesses on how to improve their sales processes, strategies, and performance. The Sales: First 90 Days as a New Sales Rep course is a useful foundation for the fundamentals of sales. The course gives a Sales Consultant an understading of best practices for onboarding new sales reps, equipping them with the skills and knowledge they need to succeed. The course emphasizes building relationships with customers, lead generation, objection handling, and closing deals. These may provide a Sales Consultant with insights into common challenges and effective solutions for improving sales performance.

See salaries and explore the career path for Sales Consultant

Key Account Manager

A Key Account Manager focuses on managing and growing relationships with a company's most important clients. The Sales: First 90 Days as a New Sales Rep course can be a useful tool for success as a Key Account Manager. The course emphasizes the importance of building strong customer relationships, understanding customer needs, and providing excellent service. Key Account Managers can use the lessons in the course to strengthen their relationships with key clients, identify new opportunities to meet their needs, and grow their accounts. Learning how to generate referrals, leverage trends, and build trust can also help Key Account Managers foster customer loyalty and drive long-term engagement.

See salaries and explore the career path for Key Account Manager

Sales Manager

A Sales Manager leads and motivates a team of sales professionals, responsible for achieving sales targets and driving revenue. Aspiring Sales Managers might find the Sales: First 90 Days as a New Sales Rep course particularly useful. While it focuses on the individual sales rep's journey, the course provides valuable insights into effective sales processes, lead generation strategies, and customer relationship building. These are all crucial for a Sales Manager to understand and implement within their team. Additionally, the course's modules on performance tracking, pipeline analysis, and goal setting may help a Sales Manager monitor team progress, identify areas for improvement, and coach their team members to success.

See salaries and explore the career path for Sales Manager

Account Manager

An Account Manager is responsible for nurturing relationships with existing clients, ensuring their satisfaction, and identifying opportunities for growth. If you wish to become an Account Manager, this course may be useful to you. The Sales: First 90 Days as a New Sales Rep course may help you to understand the fundamentals of sales and client engagement. Key modules on building connections, understanding customer needs, and generating referrals can be directly applied to managing and growing accounts. This course can also help Account Managers enhance their presentation skills, negotiate effectively, and develop a patient mindset for long-term client relationships. Learning about pipeline analysis and prioritization of high-value leads may also help an Account Manager identify opportunities and improve client retention.

See salaries and explore the career path for Account Manager

Channel Manager

A Channel Manager develops and manages relationships with indirect sales channels, such as distributors, resellers, and partners. The Sales: First 90 Days as a New Sales Rep course can provide a useful foundation for understanding the sales process and the skills needed to succeed in sales. A Channel Manager can leverage the modules on building relationships, understanding customer needs, and generating leads to develop effective channel strategies. Learning about performance tracking, pipeline analysis, and goal setting can also help a Channel Manager monitor channel performance, identify areas for improvement, and motivate partners to achieve sales targets.

See salaries and explore the career path for Channel Manager

Sales Trainer

A Sales Trainer develops and delivers training programs to improve the skills and performance of sales teams. For those wishing to break into the field, this course may be applicable. The Sales: First 90 Days as a New Sales Rep course may serve as a useful resource for a Sales Trainer. The course provides a structured framework for onboarding new sales reps and equipping them with the essential skills and knowledge they need to succeed. The course may give a Sales Trainer valuable insights into the challenges faced by new sales reps and the best practices for helping them overcome those challenges. The modules on specific sales techniques, like lead generation, objection handling, and closing deals, may provide useful content for training programs.

See salaries and explore the career path for Sales Trainer

Sales Director

A Sales Director is a senior leadership role overseeing the entire sales organization, responsible for setting sales strategies, achieving revenue targets, and driving overall sales performance. If you want to become a Sales Director, the Sales: First 90 Days as a New Sales Rep course can still provide value. Although focused on the initial stages of a sales career, it may offer insights into the foundational skills and processes that drive successful sales teams. Understanding lead generation, pipeline management, and effective sales techniques can inform a Sales Director's strategic decisions and help them coach and mentor their team. The course's emphasis on performance tracking and goal setting may give a Sales Director a practical framework for monitoring progress and driving accountability across the sales organization.

See salaries and explore the career path for Sales Director

Sales Operations Analyst

A Sales Operations Analyst analyzes sales data, identifies trends, and recommends improvements to sales processes and strategies. If you want to become a Sales Operation Analyst, the Sales: First 90 Days as a New Sales Rep course may still be helpful. The course emphasizes the importance of tracking sales performance, analyzing the sales pipeline, and setting effective metrics and goals for better sales. A Sales Operations Analyst can leverage these concepts to develop meaningful reports, identify areas for improvement, and make data-driven recommendations to optimize sales processes. Understanding the day-to-day challenges faced by sales reps can provide valuable context for analyzing sales data and informing improvement initiatives.

See salaries and explore the career path for Sales Operations Analyst

Marketing Manager

A Marketing Manager develops and executes marketing campaigns to generate leads, build brand awareness, and drive sales. This course may be useful for one who seeks to become a Marketing Manager. While it focuses on direct sales techniques, the Sales: First 90 Days as a New Sales Rep course offers valuable insights into the customer journey and the sales process. Understanding how sales reps acquire leads, craft compelling pitches, and close deals can inform a Marketing Manager's strategies for creating effective marketing campaigns. The course’s modules on lead generation, social media marketing, and content creation may also provide practical ideas for generating high-quality leads that convert into sales.

See salaries and explore the career path for Marketing Manager

Market Research Analyst

A Market Research Analyst studies market conditions and consumer behavior to identify opportunities and inform business decisions. This course may be useful for learners wishing to become Market Research Analysts. While the Sales: First 90 Days as a New Sales Rep course focuses on direct sales activities, it may provide insights into customer needs, preferences, and buying behaviors. The modules on understanding customers, generating referrals, and leveraging trends might inform a Market Research Analyst's understanding of the market landscape. Learning about effective sales techniques and customer engagement strategies can also give a Market Research Analyst a broader perspective on the factors that drive sales success.

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Customer Success Manager

A Customer Success Manager works with customers after the sale to ensure they are successful with a product or service, building long-term relationships and driving customer loyalty. This course may not be directly related to the work that a Customer Success Manager does. However, the Sales: First 90 Days as a New Sales Rep course does emphasize the importance of building strong customer relationships and understanding customer needs. This may align somewhat with the goals of a Customer Success Manager. The modules on generating referrals, leveraging trends, and building trust can also be relevant to fostering customer loyalty and driving long-term engagement.

See salaries and explore the career path for Customer Success Manager

Reading list

We've selected two books that we think will supplement your learning. Use these to develop background knowledge, enrich your coursework, and gain a deeper understanding of the topics covered in Sales: First 90 Days as a New Sales Rep.

Never Be Closing

Save

Challenges traditional sales tactics and promotes a customer-centric approach. It emphasizes building trust and providing value to customers. It valuable resource for sales reps looking to build long-term relationships. This book offers a refreshing perspective on sales, focusing on building trust and providing value to customers.

Never Be Closing: How to Sell Better Without...

Hardcover

Putting Knowledge to Work

Save

Provides a modern approach to sales, focusing on attracting customers rather than traditional cold calling. It complements the course by offering strategies for lead generation and building relationships. It is especially useful for new sales reps looking to build a strong pipeline. This book provides a practical guide to attracting customers and building a strong sales pipeline.

Putting Knowledge to Work

Paperback

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Putting Knowledge to Work

Kindle Edition

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Sales

First 90 Days as a New Sales Rep

What's inside

Syllabus

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Reviews summary

Roadmap for new sales representatives

Activities

Career center

Reading list

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