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Getting Started in a New Organization

A Checklist for Starting in Your New Company

  1. Learn about the company and its products/services: Research the company and its industry to understand its unique selling points and target market.
  2. Build relationships: Network with your colleagues and connect with key company and industry players.
  3. Understand the sales process: Learn the company’s sales process and how it differs from your past experiences.
  4. Set specific, measurable, and achievable goals for yourself and your sales team.
  5. Be adaptable: Be open to learning new techniques and approaches, and adjust your sales strategy as needed.
  6. Stay organized: Keep track of your leads and sales, and use that information to improve your sales pitch and close more deals.
  7. Be persistent: Keep pushing forward, even when you face rejections. Stay positive and keep working towards your goals.
  8. Continuously improve: Always look for ways to improve your performance and stay up-to-date with industry trends and best practices.

To be successful, you have to learn that it’s not all about you. And it’s not all about your company. Here are three more ways to get started quickly in your organization.

1. Be Intentional

To be successful, you have to learn that it’s not all about you. And it’s not all about your company. It’s about the person on the other end of your communication.

Who are they? What are they doing? Why are they doing it?

Create a plan that intentionally focuses more on your customers, buyers, market, and value propositions before learning all the details of all the products. 

If you are selling in a highly technical company, you will need to be able to translate the technical impact and features of the products you sell into impacts and outcomes for buyers. You’ll need to learn enough about the product to understand its technical value to end users and its strategic differentiators to executives with the money.

We want you to focus on customer success and helping people be successful. So, our approach focuses on being more customer-centric and “outside-in.”  Your company will likely focus A LOT on the products you sell.

2. Learn Your Buyers. Learn the Product

However, you won’t learn what to say if you don’t know who you’re selling to. You will not be successful if you don’t know what to say. Additionally, prospects want to talk about their challenges before discussing your products.

So, before learning about your products, get immersed in your customers’ and prospects’ worlds and understand what drives them.  

3. Prioritize Your Activities

To successfully onboarding yourself into a new organization, it’s essential to know the following:

  • Your Industry 
  • Your Buyers
  • Your Solutions
  • How to Get Access to Buyers
  • How to Have Meetings with Executives

After you learn these things, there will be plenty of opportunities to learn about your organization’s products and solutions.

Updated on June 26, 2023

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