The first 90 days in sales define how others perceive you and set the foundation for your entire career. The habits and behaviours you develop during this crucial period will either propel you forward or hold you back for years to come.
But here’s the challenge: with so much to learn and so many expectations, it’s easy to fall into survival mode quickly within the first three months.
To help you out during this period, we’ve prepared a practical roadmap that will help you build the proper habits, avoid common pitfalls, and establish yourself as a top performer from day one.
Key Takeaways:
- Your first 90 days set the tone. Strive to build habits, not just hype.
- Break your journey into 30-60-90 day phases for clarity and momentum.
- Set SMART goals and track what you can control daily.
- Learn from top performers. Shadow, ask, and adapt.
- Progress beats perfection. Consistency and reflection are your real edge.
Why the First 90 Days Matter
In sales, people expect new hires to learn quickly and adapt fast. When you show focus and coachability and deliver results early on, you’ll soon become someone management notices and promotes.
Sales is a career of compounding skills. The small wins and lessons you gather now will grow into significant advantages later. That is, if you’re intentional.
Start with a 30-60-90 Day Plan
Break your first 90 days in sales into three focused phases:
Days 1–30: Learn and Observe
- Understand your product, industry, and customer: You can’t sell what you don’t understand, and customers can tell when you’re faking it.
- Shadow top reps. Take notes. Ask questions: This is your fastest path to learning what actually works in real conversations.
- Learn the system and basic sales processes: Master the tools early so you can focus on selling, not stumbling with technology along the way.
Days 31–60: Practice and Apply
- Start taking your own calls or handling outreach. The sooner you get comfortable with rejection, the faster you’ll improve.
- Focus on practicing pitches, handling objections, and setting meetings. These core skills will determine whether prospects hang up or lean in.
- Track your daily activities and reflect on what’s working. Data doesn’t lie, and successful reps know their numbers inside and out.
Days 61–90: Optimize and Perform
- Begin setting small targets (calls made, meetings booked, deals started). Small wins build confidence and create momentum toward bigger goals.
- Refine your pitch and time management. Every conversation teaches you something, and every wasted minute costs you money.
- Ask for feedback regularly and start owning your pipeline. Your manager’s insights are gold, and your pipeline is your lifeline to success.
Having structure keeps you grounded while you build confidence and skills. Review your plan weekly and adjust based on what’s working. Doing this will help you stay adaptable.
Set SMART Goals, And Make Them Visible
A vague goal like “get better at sales” won’t help you improve. Instead, aim for SMART goals:
- Specific
- Measurable
- Achievable
- Relevant
- Time-bound
Examples of SMART goals for your first 90 days:
- “Set 3 qualified appointments per week.”
- “Shadow 5 top performers and summarize what I learn.”
- “Complete 20 discovery calls and identify the top 3 objections I need to master.”
Make your goals visible. Post them at your desk, track them on a whiteboard, or share them with your manager. This visibility will fuel your accountability.
Build Daily Micro-Habits
The best performers aren’t just talented. They’re consistent.
One of the most valuable sales tips for beginners you will often hear is this: focus on small, daily actions to build momentum and create consistent progress toward your goals.
Here are a few micro-habits that you can implement:
- Start every day with a 15-minute prep routine: This small investment sets your mindset and priorities before the chaos begins.
- Block time for outreach, learning, and follow-up: Without protected time blocks, urgent tasks will always crowd out important ones.
- Take three to five minutes after every call to reflect and note improvement points: The best sales representatives treat every conversation as a learning opportunity, not just a transaction.
- End your day by reviewing your numbers and planning tomorrow: This habit keeps you accountable and ensures you start each day with a clear direction.
Consistency in execution leads to confidence in performance.
Learn from Everyone (Especially the Best)
Learning will be your superpower, not just in the first three months but in your entire career in the field. Here’s how you can use it strategically:
- Shadow top performers: See how they handle objections, how they open conversations, and how they follow up.
- Ask thoughtful questions: Why do they do things a certain way? What lessons did they learn early on?
- Request feedback early and often: Don’t wait for formal reviews. Regular check-ins speed up your learning curve.
Most top sales professionals are happy to mentor beginners, as long as you show genuine effort and respect their time.
Track What You Can Control
One of the most common frustrations for beginners is focusing too much on results they can’t yet influence (like closed deals). Instead, track what you can control to build momentum and confidence through consistent daily progress.
Best examples include:
- Number of calls or emails sent
- Conversations held
- Follow-ups scheduled
- Demos or appointments booked
Focusing on such metrics will keep you motivated, even when your outcomes take time to catch up.
Study Your Product, Market, and Buyer
Confidence comes from competence, and in sales, it starts with a deep understanding of the following areas:
- Product Knowledge: Know your product inside and out. What problems does it solve? What are its strongest selling points?
- Buyer Knowledge: Who are your ideal customers? What are their pain points and objections?
- Industry Knowledge: Stay informed about your company’s market, competitors, and trends.
Make learning a daily habit. Try reading a blog post, reviewing a case study, or roleplaying a scenario to sharpen your skills further.
Develop a Personal Feedback Loop
Feedback isn’t just something your manager gives. It’s also something you can create for yourself.
When you regularly evaluate your own performance, you develop the critical thinking skills that separate good salespeople from great ones.
Here’s how you can build your own loop:
- Reflect weekly on what’s working and what’s not.
- Record your calls (if allowed) and listen back.
- Keep a work diary or journal with quick notes on wins and mistakes.
- Revisit your goals every two weeks and adjust where needed.
The fastest learners are those who reflect and refine continually.
Try to Be Progress-Oriented Instead
You don’t need to know everything. You just need to improve every day.
Struggling with calls, forgetting lines, and missing follow-ups are all normal. What separates top performers is the ability to own mistakes without excuses, take corrections with humility, and celebrate small wins without overthinking them.
Progress beats perfection. Always.
Stay Mentally and Physically Resilient
Sales can be a mental rollercoaster. Your ability to stay energized, positive, and focused will carry you through the challenging first three months and set you up for further success.
Try the following practices to stay resilient:
- Build routines outside of work (sleep, movement, downtime).
- Decompress after challenging days. You can also talk to peers or mentors.
- Focus on effort over outcome, especially early on.
The first 90 days in sales are just as much about mindset as they are about metrics.
Final Thoughts: Your First 90 Days in Sales Are the Launchpad, Not the Peak
Approach your first three months as a learning period, not a performance review. Doing so will help you emerge stronger, smarter, and ready to tackle bigger challenges ahead. The habits, mindset, and discipline you build now will fuel your success in sales for years to come.
Ready to make your first 90 days count? Follow ElevateEdge Marketing for more insightful tips for sales beginners and professional development programs across Surrey, BC.