See the description at http://www.linkedin.com/pulse/article/20141028235447-162975-sales-onboarding-30-60-90-day-plan

1. Sales On-Boarding: 30, 60, 90 Day Plan
First 30 Days First 60 Days First 90 Days
Process
 Read publically availableguides we’ve
written and/or shared
 Read sales books that the sales team
tries to followand adhere to
 Read the Sales Playbook to
understand our sales process and
activities
 Have 1-on-1s with your manager to
set clear goals
 Shadow a peer to learn best
practices,focus on basics to start
with
 Build your Territory & Account Plan
 Know the objections we hear and our
qualifying questions
 Have 1-on-1s with your manager for
pipelinemanagement & coaching
 Understand how to drivea sequence
of events to manage the sale
 Understand why your services
differentiate your company
 Learn how to work with your alliance
partners
 Start learningthe more advanced
activities of your sales process,such
as doinga proof-of-concept
 Know how we recognize a real
opportunity and how to move a deal
forward
 Have 1-on-1s with your
manager for Deal-Level and
Skills-Focused coaching
 Understand your forecast,
how to manage it, and how
to report it
 Create a plan to work with
partners to augment your
Territory Plan
 Know how your company
negotiates (the gives and
takes)
 Learn what your red flags
are duringa sale
Products
 Watch product and customer videos
 Review the opening/introductory
pitch and related call scripts
 Review horriblefollow-up e-mails and
good e-mail tips
 Review and practicethe current sales
pitch
 Master the sales pitch with different
personas and industries
 Master givingan overview demo
 Learn additional details aboutyour
solutions
 Learn the pricelistand your
discountingpolicies
 Learn the add-on business
and products for your
company
Tools
 Start with the basics of
Salesforce.comand similar tools,
focusingon the fields to know and
how to use it
 Advance to some “tricks of the trade”
from peers on the tools they use
most often
 Customize the tools so they
work the way you need
them to work
Industry
 Understand the basic concepts of the
thing you’re selling
 Understand the basic concepts of the
industries you’resellingto (or specific
job functions if you’re cross-industry)
 Learn how to run an efficientand
effective sales meeting with a clear
agenda, goals and next-steps
 Review customer casestudies
 Join industry-related groups
on LinkedIn
 Followand read influential
industry-related blogs
Last updated:October28, 2014
Contact BrianGroth withquestions:
LinkedIn:http://www.linkedin.com/in/bgroth/
Twitter: http://www.twitter.com/BrianGroth