Kickstart as a New Sales Rep: Your First 90-Days (2025)

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Embark on your sales journey with our comprehensive course designed specifically for new sales and customer success professionals. This course is crafted to help you lay a robust foundation in your sales career, ensuring you develop the mindset, knowledge, and skills necessary to excel from the start.
Why This Course:
Stepping into the world of sales can be daunting. This course simplifies your transition by focusing on key areas critical for early success. You will learn from Siddhesh Joglekar, a seasoned leader in education and sales, who has enhanced productivity and innovation across various sectors using AI-based solutions.
What You Will Learn:
Mindset Mastery: Cultivate a growth-oriented mindset essential for overcoming challenges and seizing opportunities in sales.
In-depth Product Knowledge: Gain comprehensive insights into your products and services to confidently address customer queries and close deals effectively.
Building Organisational Relationships: Learn strategies to navigate your company’s landscape, build internal networks, and leverage collective expertise.
Goal Setting Techniques: Set clear, achievable goals using SMART criteria to guide your daily activities and long-term aspirations.
Effective Prioritization: Manage and prioritize your book of business efficiently to maximize productivity and achieve sales targets.
Who Should Enroll:
This course is ideal for individuals new to sales roles, including:
– Sales Representatives
– Customer Success Managers
– Account Managers
– Anyone aspiring to transition into sales roles
Instructor Bio:
Siddhesh Joglekar is the visionary CEO at Rightsol Private Limited, where he significantly scaled productivity by integrating AI technologies. With a rich background in leading marketing at BYJU’S, and digital product roles at prominent companies like People Group, Siddhesh brings a wealth of knowledge and experience. He is also an esteemed visiting faculty member at IIM Bangalore and IIM Calcutta, where he teaches courses on Sales, Generative AI, marketing, and product innovation.
Enrol now to start your sales career with confidence and strategic insight. Equip yourself to tackle the challenges of the sales world and thrive in your new role with “Kickstart as a New Sales Rep: Your First 90-Days (2024)”
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1Sales Evolution: From Traditional to AI-Driven TechniquesVideo lesson
Dive into the sales transformation journey, exploring key milestones from traditional selling methods to modern AI-driven strategies
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2Top Trends in Sales & Customer Success for 2025Video lesson
Uncover the latest sales trends, including AI tools, personalised strategies, and omnichannel approaches to boost customer success.
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3Key Trends in Sales & Customer ServiceVideo lesson
This lecture covers key trends in sales and customer service. You'll learn about personalized sales approaches using AI, omnichannel sales strategies, the focus on customer success, and providing customized solutions. These insights will help you enhance sales tactics, improve customer service, and build stronger relationships. Join us to stay ahead in today's competitive market.
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4Preparing for the future of SalesVideo lesson
This lecture will help you deliver a percentage increase in sales by exploring innovative strategies. Learn how to generate new product ideas, improve sales processes, and adapt to new sales technologies. Completing this training will equip you to become a successful, modern sales rep. In the next session, we'll focus on mindset and resilience, essential traits for any top-performing salesperson.
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5Sales In the Digital AgeVideo lesson
This lecture explores essential modern sales tools. Learn to use social media for lead engagement and referrals, sales dashboards for efficiency, video conferencing for demos, and email marketing to highlight solutions. Join us to master these tools and excel in your sales career.
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6The Impact of networking in SalesVideo lesson
This lecture highlights the crucial role of networking in sales, often overlooked by new reps. Learn how networking with influencers and within the community is a key stepping stone to success. We'll explore the evolution of networking from the 1980s events to social media in the 2000s, and referral programs in the 2010s. Today, consumers are well-informed about products through social media, word of mouth, and online reviews. Discover why there's no substitute for effective networking in connecting with your consumers.
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7The New ABCs of SalesVideo lesson
In this lecture, we explore the new ABCs of sales: attunement, buoyancy, clarity, drive, and empathy, inspired by Daniel Pink's "To Sell is Human." Attunement involves understanding customer perspectives and creating genuine value, rather than manipulating them. Buoyancy is about handling rejection positively and using it to build rapport and commitment. Clarity focuses on simplifying choices and providing clear recommendations in an age of information overload, building trust with customers. Drive is the motivation and persistence needed to close deals, emphasizing solutions over aggressive tactics. Finally, empathy is about relating to customers' problems and building strong, long-term relationships. Mastering these traits will help you become a successful, service-oriented sales professional.
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8Understanding Modern BuyersVideo lesson
Today's buyers are well-informed and empowered, with easy access to online information and the ability to research products before engaging with sales reps. They often form opinions about products or services beforehand. As a result, modern sales reps must adopt a consultative selling approach, acting as trusted advisors and guiding buyers through their decision-making process. Interactions should focus on the buyer's journey and be tailored to their specific needs rather than merely pitching products. Understanding these characteristics of modern buyers will help you succeed in your sales role.
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9Mindset and ResilienceVideo lesson
Welcome back! This session focuses on the importance of mindset and resilience in sales. Learn how a growth mindset helps you embrace challenges and continuous development. We'll cover the psychological aspects of handling low conversion rates and rejection positively. Discover how to build resilience through self-awareness, positive thinking, self-care, and emotional intelligence. We'll also discuss overcoming the fear of rejection, setting goals, and developing self-discipline. By the end, you'll be equipped to cultivate a growth mindset and resilience for greater sales success and stronger customer relationships.
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10The Psychological Foundation of Sales SuccessVideo lesson
The psychological foundation of sales success involves resilience and a growth mindset. Understanding that sales conversion rates can be low, with high rejection rates, helps prepare for challenges. Embracing a growth mindset, as advocated by Carol Dweck, allows salespeople to see failures as opportunities for growth, focus on continuous improvement, and develop persistence. This mindset is key to overcoming setbacks and achieving long-term success in sales.
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11Building Resilience in SalesVideo lesson
Welcome back! This session focuses on the importance of mindset and resilience in sales. Learn how a growth mindset helps you embrace challenges and continuous development. We'll cover the psychological aspects of handling low conversion rates and rejection positively. Discover how to build resilience through self-awareness, positive thinking, self-care, and emotional intelligence. We'll also discuss overcoming the fear of rejection, setting goals, and developing self-discipline. By the end, you'll be equipped to cultivate a growth mindset and resilience for greater sales success and stronger customer relationships.
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12Growth Vs Fixed Mindset in SalesVideo lesson
I've seen a growth mindset make a huge difference in sales performance. Those with a growth mindset handle objections better and can achieve up to 20% higher deal closing rates and 25% higher conversion rates. Their positive approach leads to more referrals and testimonials, and they adapt well to different conditions. During the COVID-19 lockdowns in 2020, salespeople with a growth mindset were better equipped to survive, adapt, and thrive. This mindset changes how you approach life and work, proving invaluable in challenging times.
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13Overcoming Fear Of rejectionVideo lesson
To overcome the fear of rejection, start by identifying its root cause, such as past experiences or trauma. View each rejection as a learning opportunity and reframe it as a step toward growth and success, not a reflection of your self-worth. Gradually face your fears by starting with smaller risks and working up to bigger ones. Celebrate small wins and practice self-compassion, speaking kindly to yourself. Seek support from friends, mentors, or psychologists who can offer reassurance and advice. Discussing your fears with trusted advisors can greatly help in managing and overcoming the fear of rejection.
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14The Importance of self disciplineVideo lesson
One of the most underrated aspects of a growth mindset is self-discipline. Developing self-discipline is crucial for sales success as it provides the mental strength to overcome challenges, stay focused, and work through obstacles. It leads to consistency, which helps build strong customer relationships. With self-discipline, you become reliable and trustworthy, resulting in improved sales and revenue. Cultivating self-discipline is essential for developing a growth mindset and enhancing resilience.
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15Knowing the Product Inside OutVideo lesson
In this section, we'll cover the importance of product knowledge for sales success. Understanding your product inside out builds expertise, earns customer trust, and enhances storytelling. We'll explore how to identify key features, connect them to consumer benefits, and adapt your pitch to specific needs. Learn to stay updated with industry trends, conduct effective product demos, and gather feedback to improve continuously. Developing deep product expertise within your first 30 days will set you apart as a trusted advisor and a successful salesperson.
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16Product Demo'sVideo lesson
You should be adept at conducting clear product demos. Start by defining your product's purpose and key features, providing context for the demo. Use real data and scenarios to show how your product solves actual problems, avoiding unrealistic examples. Engage your audience with hands-on interaction, letting them test the product themselves. Focus on demonstrating the 2 or 3 main workflows that deliver the core value proposition. Finally, tie the features together into a compelling story that shows how your product benefits users.
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17The Power Of StorytellingVideo lesson
To make a lasting impact on consumers, combine product knowledge with compelling storytelling. Effective storytelling helps your product resonate with customers by using visuals and examples that bring your narrative to life. Connect product benefits to customer emotions, and continuously practice and refine your storytelling techniques. This approach will establish your expertise and make a memorable impression.
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18The Value Of FeedbackVideo lesson
Gathering and analyzing customer feedback is crucial for a successful product demonstration. Understand customer pain points and desires before the demo to tailor your presentation effectively. Collect feedback during and after the demo, identifying common themes and insights to improve your sales process, product features, and development. Measure results to assess customer satisfaction and sales performance. Closing the feedback loop shows customers that you value their input, leading to continuous improvement and optimized strategies in a competitive marketplace.
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19Understanding Product BenefitsVideo lesson
To understand product benefits, follow this five-step formula: identify key features, determine how each feature benefits consumers, frame features around solving consumer pain points, connect features to the tasks consumers want to accomplish, and highlight innovation and how new features make consumers' lives easier. This approach will help you effectively communicate the value of your product to customers.
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20Why Product Knowledge MattersVideo lesson
Product knowledge is crucial as it builds expertise, allowing you to speak authoritatively and answer questions confidently, which in turn earns customer trust. As Jeb Lund states in "Fanatical Prospecting," product knowledge is like ammunition—essential for success. Knowing both your product and your competitors' products helps you handle objections tactfully. Marc Roberge emphasizes that mastering product knowledge helps overcome objections, which often stem from a lack of understanding.
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21Uncovering SaaS Sales ChallengesText lesson
In this you will be learning about a sales success case study by diving into the TechX Sales Case Study. Understand the background of TechX, a rapidly growing SaaS company, and explore the unexpected sales challenges they faced despite an 80% positive market sentiment. Learn how a disconnect between customer feedback and actual sales can highlight critical internal issues that need addressing to drive sales performance.
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22Internal Communication Breakdowns in SalesText lesson
Understand TechX's internal challenges. This lecture examines the weak communication and collaboration between the sales and product development teams. Discover how last-minute product updates and lack of a central information repository led to confusion during sales interactions, damaging customer trust and resulting in a 15% drop in sales conversions.
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23Building Trust Between Sales and MarketingText lesson
In this we will analyse the significant trust issues between TechX’s sales and marketing teams. Learn how misaligned marketing campaigns based on generalized customer data created tensions and ineffective customer engagement strategies. Understand the impact of inconsistent messaging on conversion rates and discover strategies to foster cooperation and unified customer outreach.
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24Crafting Detailed Customer Personas for Targeted SalesText lesson
Master the creation of detailed customer personas with TechX's approach. Dive into the profiles of "Startup Sam" and "Manager Maria," understanding their demographics, pain points, needs, and preferred solutions. Learn how these personas can help you tailor your sales pitches, engage prospects more effectively, and drive higher conversion rates.
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25Mastering Objection Handling in SaaS SalesText lesson
Gain insights into effective objection handling with TechX's proven techniques. Learn how to address common sales objections related to platform complexity and operational overhead. Explore real-world success stories where structured objection handling converted hesitant prospects into loyal customers, showcasing the importance of a clear framework in overcoming sales barriers.
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26Conducting Effective Objection Handling WorkshopsText lesson
Understand how TechX's objection handling workshops transformed their sales team. Learn about the interactive structure, training content focused on active listening and empathy, and the positive participant feedback that led to increased conversion rates. Access example scripts that demonstrate effective responses to common objections, empowering you to handle customer concerns with confidence.
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27Enhancing Sales Communication and Team CollaborationText lesson
Uncover the communication challenges TechX faced within their sales team and how they addressed them. This lecture covers the implementation of active listening training, structured meeting agendas, and knowledge sharing practices. Learn techniques to improve team engagement, foster collaboration, and drive productive sales meetings that lead to better sales outcomes.
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28Leveraging Knowledge Sharing for Enhanced Sales PerformanceText lesson
In this you will understand how TechX boosted sales by sharing successful tactics and valuable customer feedback. Learn practical strategies to implement effective knowledge sharing within your sales team to drive better results.
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29Strategic Actions to Elevate Sales PerformanceText lesson
Learn about the key strategies TechX implemented to overcome internal communication challenges, enhance team collaboration, and deepen customer understanding. Learn actionable techniques to improve your own sales processes and drive better results.
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30Measuring Sales Success and Key TakeawaysText lesson
Analyze the impressive results TechX achieved by addressing internal communication gaps and enhancing customer understanding. Explore key metrics such as a 35% sales growth, 40% increase in conversion rates, and a 50% improvement in internal alignment. Gain essential takeaways on collaboration, customer understanding, objection handling, and effective communication that you can apply to your own sales strategies for sustained success.
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31Building Internal RelationshipsVideo lesson
In this section, we focus on developing key relationships during your first 90 days as a sales rep. Building internal relationships with other departments is crucial for sales success. Collaborate with marketing, customer service, and product development teams to help customers and set clear expectations. Effective communication, trust-building, and leveraging internal resources are essential. Embrace a culture of feedback and celebrate successes together to foster a positive work environment. Continuous improvement and teamwork will help you stay competitive. Next, we'll explore understanding your customer.
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32Building Trust within your teamVideo lesson
As a first-time sales manager, I emphasized integrity as the cornerstone for building trust. Trust develops over time when managers demonstrate reliability and competence in handling challenges and supporting their team. Trust fosters strong teamwork and significantly impacts sales outcomes. Celebrating team achievements, as seen on platforms like LinkedIn, reinforces trust and teamwork. Building and maintaining trust in professional relationships is crucial for any salesperson or sales manager.
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33Celebrating Success TogetherVideo lesson
Always celebrate success with all your teammates from various departments, as they've also contributed to unlocking revenue. Sharing successes fosters a positive work culture, making everyone feel valued and encouraging future collaboration. This boosts morale and motivation across the organization. For example, when sales and marketing teams celebrated small wins together, the marketing team's performance improved significantly over time.
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34Collaborations Across TeamsVideo lesson
To effectively deliver cross-departmental collaboration, start by scheduling regular cross-team meetings to discuss projects, goals, and ideas. Utilize shared digital spaces, such as wikis, Slack, Asana, or Excel sheets, for project management and communication. Foster open communication forums accessible to all team members. Examples of successful teamwork can be seen in companies like Microsoft, Salesforce, Amazon, Oracle, and Google, which maintain a unified approach despite having numerous teams across various geographies and functions.
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35Communication Is KeyVideo lesson
Effective communication is crucial within an organization. Share critical updates, including both good and bad news, and ensure everyone understands the larger objectives of increasing revenue, gaining customers, and boosting retention. Internal communications should be clear, concise, and relevant, as lengthy emails often go unread. Focus on brevity and clarity to ensure your messages are received and understood. Use feedback channels for mutual improvement, fostering a culture of open and effective communication.
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36Encouraging a culture of feedbackVideo lesson
I encourage all of you to create a culture of feedback. Giving and receiving constructive feedback is essential, though often underrated, especially for new sales reps. Don’t let critical feedback discourage you; instead, view it as an opportunity to improve. Feedback can come from managers and cross-departmental colleagues. For instance, early in my career, feedback about my fast communication helped me join a group to improve my diction, enhancing my personal and professional growth. Ensure your organization values and acts upon feedback, creating an environment where new sales reps can thrive.
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37Importance of internal relationshipsVideo lesson
Internal relationships are the connections you build within your organization, essential for sales success. You're not just selling yourself; you're selling your company's product, which is built by other teams. Collaboration with departments like marketing, customer service, and product development helps serve the customer better.
To apply these concepts, actively seek input from colleagues who have more customer insights. Learn about other departments and how they contribute to the company's vision, helping to build a shared vision and break down barriers. -
38Understanding your CustomerVideo lesson
In this section, we emphasize the importance of understanding your customer. Customers seek solutions to their problems, not just a sales pitch. Build genuine relationships by understanding their needs, motivations, and pain points. Use research, social media, and CRM tools to gather insights. Create customer personas and listen actively. Tailor your sales approach and ask the right questions to build trust and credibility. Use feedback to improve your offerings and stay ahead of customer needs through continuous learning.
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39Building Trust & CredibilityVideo lesson
Understanding trust and credibility is key. Personal trust comes from authenticity and honesty, while professional trust is built through knowledge, honesty, and consistency. The goal is to develop both types. Aim to be like Salesperson D, who has high personal and professional trust, leading to better relationships and higher sales. Transition to this state by focusing on building deep connections and establishing credibility within your first 90 days.
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40Creating Customer PersonasVideo lesson
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41Importance Of Customer UnderstandingVideo lesson
Understanding your customer is crucial because they are not waiting for a pitch but for a solution to their problems. Knowing their needs, motivations, and pain points is key to sales success. Tailor your sales approach to meet diverse customer needs, moving beyond transactions to build genuine relationships. The Challenger Sale by Matthew Dixon and Brent Adamson emphasizes that customers seek simplicity and minimal risk. A successful salesperson must teach, tailor, and take control, sharing unique insights, adapting to customer needs, and guiding the sales process confidently. Building strong relationships is important, but delivering unique insights is the most powerful tool for gaining B2B customer loyalty.
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42Staying ahead of customer needsVideo lesson
Anticipate future needs and trends affecting your customers. Innovate your products and sales approach ahead of market demands. Continuous learning about your industry and customers is crucial for becoming a successful salesperson.
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43The Buyer's JourneyVideo lesson
Understanding the Buyer's Journey
The buyer's journey involves understanding the buyer's perspective, how they became aware of your brand, why they're considering it, and what factors influence their decision to buy. Tailor your communication and sales strategies for each stage to gain an advantage. Recognize buyer signals and readiness to purchase to empathize effectively and guide them through the sales process.
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44The Power Of QuestionsVideo lesson
Questions are powerful tools in sales. Use them to identify decision-makers, understand ideal solutions, and prioritize customer needs. Ask about challenges, current solutions, and ways to make the process easier. Inquire about budgets and other tools the customer uses. Strategic questioning guides sales conversations effectively. Balance asking and listening, ensuring you don't repeat information the customer has already provided. Maintain a 43:57 ratio of talking to listening for optimal engagement.
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45Effective Communication and ListeningVideo lesson
This section highlights the importance of effective communication and listening in sales. Focus on attention, listening, and body language to build empathy. Use tactical empathy to understand customer perspectives and persuasive communication principles to tailor your messages. Practice active listening to strengthen relationships, and craft clear, concise, customized, compelling, and consistent sales messages. Handle objections with empathy, and leverage storytelling to convey your product's value. Continuously improve your communication skills by practicing, seeking feedback, and refining your techniques. These strategies will enhance your sales communication and build stronger customer relationships.
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46The Art Of QuestioningVideo lesson
The Art of Questioning
We have discussed the importance of different types of questions in sales. Open questions are asked to get genuine responses from the customer, while probing questions help uncover latent needs. Reflective and closed questions guide the sales conversation to your benefit. Never underestimate the impact of strategic questioning on uncovering a customer's needs.
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47Principles of Persuasive CommunicationVideo lesson
Principles of Persuasive Communication
Effective sales rely on six key principles: reciprocity, scarcity, authority, consistency, liking, and social proof. Offer something valuable to trigger reciprocity, highlight limited availability to create urgency, and establish credibility through expertise. Encourage small commitments to build consistency, build rapport to increase likability, and use testimonials to provide social proof. Aligning your messages with these principles enhances persuasive communication and drives sales success.
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48Power of Storytelling in SalesVideo lesson
Storytelling is a powerful tool in sales because it makes communication compelling and memorable. Just as childhood stories stick with us, well-crafted stories resonate with customers. Connect your product to the customer's needs through engaging narratives. Steve Jobs' unveiling of Apple products, like the iPhone, is a prime example of effective storytelling in sales. Use stories to make your product's value clear and relatable.
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49Handling Objections With GraceVideo lesson
Handling objections with grace is crucial for a salesperson. View objections as opportunities to provide further information and build understanding. Employ empathy by listening to the customer's needs and focusing on their requirements. Build rapport early on through deep questions, active listening, and genuine interest in the customer's success. Address objections as uncertainty rather than pushback, providing clear answers. Prevent late-stage objections by understanding what matters most to the customer and explaining how your company offers comprehensive care compared to competitors. This approach helps in effectively responding to objections and building trust.
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50Essence of communication in SalesVideo lesson
In sales, communication hinges on attention, listening, and body language. While AI can enhance product knowledge, it falls short in empathy, which is crucial for connecting with customers. Empathy, as highlighted in Chris Voss's "Never Split the Difference," involves understanding and acknowledging the feelings and mindset of others. This "tactical empathy" is vital for effective negotiations, allowing you to address emotional obstacles and find pathways to agreement. Empathy isn't about agreement but about demonstrating a deep understanding of the other side's concerns. Listening is a powerful tool to foster problem-solving and build rapport, emphasizing that empathy and genuine communication are key in sales.
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51Active Listening TechniquesVideo lesson
Active listening, or listening with intent, is key to understanding customer needs. Simple techniques include paying full attention, showing you are listening, and providing feedback. Defer judgment and respond appropriately to customer statements. Active listening builds relationships by making customers feel heard, attracting them to salespeople who demonstrate this skill.
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52Setting and Managing GoalsVideo lesson
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53Goal Setting in team contextVideo lesson
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54Prioritizing your goalsVideo lesson
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55The Power of visualizationVideo lesson
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56Tracking & Measuring ProgressVideo lesson
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57Understanding smart goalsVideo lesson
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58Sales processes and TechniquesVideo lesson
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59Leveraging Technology and DataVideo lesson

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