Are you at the cusp of something new? Perhaps you've taken a new sales position or are selling to new markets or buyers. Maybe you're launching a new product or service or are taking on responsibility for on-boarding a new rep. Or maybe you've finally realized that you're doomed unless you figure out how to deal with today's savvy, frazzled, sales-averse decision-makers.

What's common among all these scenarios? You (or your new reps) are once again thrown into learning mode. You're overwhelmed by the sheer magnitude of the task at hand. You're not sure you'll ever figure it out. But here's the deal: To make things happen, you need to take control of your learning. It can't be done in bits and pieces, with no rhyme or reason to what you're learning.

In my book Agile Selling, I lay out a complete 90-day sales plan, which starts with a deep dive into the information and/or skills you need to focus on. Why 90 days? Because this timeframe is short enough to feel manageable yet long enough to get results.

Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.

  • Critical BenefitsPRO information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and events
  • Access to other award-winning ALM websites including and

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.