Stepping into a new sales leadership role is both an exciting opportunity and a high-stakes challenge. Whether you’ve been promoted internally or hired from the outside, the first 100 days are critical. This is your window to establish credibility, assess the team and processes, set a vision, and start delivering results.
At Sales Hatch, we work with companies scaling their sales teams, and we’ve seen what distinguishes successful new leaders from those who struggle. Here’s a practical blueprint for your first 100 days to build a foundation for long-term success.
Days 1–30: Listen, Learn, and Build Relationships
Your first month is about observation and understanding. Resist the urge to make sweeping changes right away—first, you need to gather the information that will guide your decisions.
- Meet One-on-One: Spend time with each team member, from SDRs to AEs, to understand their challenges, motivations, and insights.
- Review Metrics: Dive into key performance data—conversion rates, pipeline health, sales cycle length—to identify strengths and bottlenecks.
- Understand Processes: Map out the current sales workflows, handoffs between SDRs and AEs, lead qualification criteria, and tools in use.
- Build Trust: Be visible, approachable, and consistent. Establish open lines of communication and show genuine curiosity.
Days 31–60: Assess, Strategize, and Align
Once you’ve gathered insights, it’s time to evaluate what’s working, what’s not, and what needs to change.
- Identify Quick Wins: Focus on immediate, low-resistance changes that can improve performance—whether it’s refining a sales script, adjusting lead scoring, or clarifying roles.
- Set Priorities: Distill your observations into 3–5 key priorities for your team, aligned with the company’s broader goals.
- Align with Leadership: Share your early findings with your manager, marketing, and other stakeholders. Gain buy-in for your vision and clarify expectations.
- Define Success Metrics: Establish clear KPIs for the team to track progress, from meetings booked to revenue generated.
Days 61–100: Execute, Coach, and Drive Results
This is the stage where you start putting plans into action—while continuing to listen and adjust.
- Implement Changes Thoughtfully: Roll out your strategic initiatives, whether it’s a new coaching plan, updated compensation model, or refined prospecting process.
- Coach for Success: Begin regular 1:1 coaching sessions with reps, using data and real calls to drive improvement. Focus on skill development, not just activity metrics.
- Monitor Results: Track your defined KPIs, celebrate wins, and troubleshoot challenges early.
- Keep Communicating: Share progress updates with your team and leadership. Transparency builds credibility and keeps everyone aligned.
Keys to Success Throughout the 100 Days
- Balance Listening and Action: While it’s tempting to overhaul everything, lasting success comes from listening first, then acting strategically.
- Stay Data-Driven: Let performance metrics and team feedback guide your decisions. Avoid “gut feel” changes.
- Build a Culture of Accountability and Recognition: Create an environment where expectations are clear, effort is acknowledged, and wins are celebrated.
- Invest in Tools and Training: If gaps in enablement, technology, or knowledge are holding the team back, advocate for and implement solutions.
Conclusion: Laying the Foundation for Long-Term Success
The first 100 days aren’t about perfection—they’re about momentum. By listening carefully, setting a clear vision, aligning with leadership, and coaching with purpose, you’ll position your sales team for sustainable success.
At Sales Hatch, we help sales leaders hit the ground running, whether you’re inheriting an existing team or building from scratch. If you want to set yourself—and your team—up for success in your first 100 days, we’re here to help.
Let’s talk.
