{"id":1342,"date":"2014-05-07T06:27:25","date_gmt":"2014-05-07T06:27:25","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/how-to-conduct-a-90-day-review-with-a-new-sales-hire\/"},"modified":"2023-03-08T19:42:05","modified_gmt":"2023-03-08T19:42:05","slug":"how-to-conduct-a-90-day-review-with-a-new-sales-hire","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/how-to-conduct-a-90-day-review-with-a-new-sales-hire\/","title":{"rendered":"How to Conduct a 90 Day Review with a New Sales Hire to Improve Sales Performance"},"content":{"rendered":"

\"newWith busy schedules and many competing priorities, 90 days passes in the blink of an eye for a sales manager. It is easy to forget to pay attention to how a new sales hire is doing \u2013 especially if the rep seems to be doing well \u2013 but after making a large investment in recruiting a great sales person, it is important to maximize the chances that they will be successful. No period has a bigger impact on sales performance\u00a0than the first 90 days which is a critical period in setting up a new sales hire to succeed. A\u00a0structured on-boarding program\u00a0contributes to ensuring that a new member of the sales team is not only successful, but productive as quickly as possible.<\/p>\n

In some companies, particularly those with a shorter sales cycle, it is immediately obvious that\u00a0a new sales hire is contributing, while in others it takes longer to evaluate the sales person\u2019s value to the sales organization, and the on-boarding process may effectively extend beyond 90 days. Whatever the case, it is important to do an in-depth review at the 90 day stage once there has been a decent run\u00a0of activity and production to evaluate.<\/p>\n

A 90 day review is a formal review that will achieve several goals:<\/strong><\/p>\n

    \n
  1. holds the rep accountable for what they promised to deliver<\/strong><\/li>\n
  2. allows the manager to correct behavioral weaknesses that stand in the way of optimal performance<\/strong><\/li>\n
  3. creates a context for the rep to be successful on an ongoing basis<\/strong><\/li>\n
  4. allows the sales manager to formally re-emphasize the company\u2019s sales goals and agenda<\/strong><\/li>\n
  5. provides input into the sales manager\u2019s forecast<\/strong><\/li>\n<\/ol>\n\n

    See also\u00a0The First Week With Your New Sales Hire<\/a><\/p>\n\n

    By the 90 day mark in a sales person\u2019s tenure with an employer, a sales manager has monitored the sales person\u2019s actions for more than 12 weeks and will have many observations to compare against the plan that was created when the sales person was first hired. Over the course of managing several successful sales teams, my 90 day reviews involved the components identified below. \u00a0Ideally a structured template is used so that areas for improvement are clearly identified and the\u00a0rep has\u00a0a\u00a0guide that identifies the best practices and behaviors they are expected to exhibit.<\/p>\n

      \n
    1. Metrics<\/strong> \u2013 How did the sales person perform against the key performance metrics and goals that were set when they were hired?<\/li>\n
    2. Pipeline Review<\/strong> \u2013 Has the sales representative created a pipeline that is large enough to support future sales goals? Spend time investigating opportunities that are key to achieving targets and determine risk associated with the forecast.<\/li>\n
    3. Communication and Reporting<\/strong> \u2013 Has the rep communicate regularly and openly? Have they maintained accurate reports and opportunity details in the CRM?<\/li>\n
    4. Conduct<\/strong> \u2013 Has the rep carried themselves professionally and displayed the discipline and behaviors that contribute to success? In some cases, there\u00a0will be a long list of critical behaviors and capabilities, such as account and call planning, prospecting, qualifying, closing, and negotiating.<\/li>\n
    5. Customer Feedback<\/strong> \u2013 What constructive feedback has been provided by prospects and customers? How have customers reacted to the introduction of the sales person into accounts?<\/li>\n
    6. Team Feedback<\/strong> \u2013 Has the new sales rep had a positive member of the sales team? What actionable feedback has been obtained from the new sales person\u2019s peers on the sales team.<\/li>\n<\/ol>\n

      Once the 90 day review is complete, have the rep\u00a0put together another 90 day plan and\/or one for the balance of the year that will be used in future reviews.<\/p>\n

      To your success!<\/p>\n

      \u00a0<\/p>\n

      relpost-thumb-wrapper <\/p>\n

      <\/p>\n
      \n

      Related posts<\/h3>\n
      <\/div>\n
      <\/div>\n

      <\/p>\n

      <\/p>\n
      \n
      <\/div>\n
      B2B Sales Team Structure: A Simple Strategy for Creating a Winning Team<\/div>\n<\/div>\n

      <\/a><\/p>\n

      \n
      <\/div>\n
      Inside Salespeople: Our Quick-Start Guide to Hiring<\/div>\n<\/div>\n

      <\/a><\/p>\n

      \n
      <\/div>\n
      The 3 Best SaaS Sales Training Programs Available Online<\/div>\n<\/div>\n

      <\/a><\/div>\n

      <\/p>\n

      <\/div>\n<\/div>\n

      <\/div>\n

      close relpost-thumb-wrapper <\/p>\n

      \n