My first 90 days leading a sales team — what I'd do differently
A practical playbook for any sales or BD leader joining a scale-up. What to listen for, what to change, and what to leave alone.
Days 1–30: only listen. Every customer call, every deal review, every QBR. Resist the urge to ship a new playbook before you've earned a perspective.
Days 31–60: write the diagnostic. One page. What's working, what's broken, what's the bet for the next four quarters. Walk it through the founder and the board before you act on it.
Days 61–90: ship one visible system change and one visible people change. The team is watching to see if you are an operator or just a strategist.
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