Unleashing Sales Success: The Key to Rocking Your First 90 Days

Name: Unleashing Sales Success: The Key to Rocking Your First 90 Days
Uploaded: 2023-09-24T14:15:01+00:00
Duration: 36 s
Channel: Jason M. Lemkin
Description: In this segment, Jason M. Lemkin shares a practical framework for CEOs and hiring leaders when bringing a new Head of Sales (or similar senior sales…

24 Sept 2023 · 1 min

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In this segment, Jason M. Lemkin shares a practical framework for CEOs and hiring leaders when bringing a new Head of Sales (or similar senior sales role) on board. He recommends that after extending an offer and having the CEO sign the offer letter, the next step—before the candidate countersigns—is to schedule a half‑day, hands‑on working session. During this session the new hire, the CEO, and relevant stakeholders map out the first 90‑day plan, with a particular focus on reviewing the existing sales pipeline. Lemkin stresses that, unless the organization operates at ultra‑high velocity, the new leader must initially work with the current pipeline to generate early results. The advice is positioned as a high‑impact, low‑effort tactic to accelerate sales performance in the critical early period of a new hire’s tenure.

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What I like to do today when I'm helping portfolio companies or other CEOs recruit, here's what I like to do. I like to get them all the way to the offer letter stage. Sales and marketing might be the most important, okay? And I like the CEO to have signed the offer letter. But before it gets countersigned, I ask them to spend a half day as a working session. Okay, you've got the offer. Okay, Colin, it's yours. Okay, now let's talk about what we're really gonna do the first 90 days. Let's— and if you're— and what I especially love with Head of Sales is really look at the existing pipe. Okay, because in the first 90 days, unless you're ultra high velocity, you're gonna have to work with what you have.