Your First 90 Days Are the Most Important Days at a Job
The Way You Start Determines the Way You Finish
Your first 90 days will make or break your success at any new job. And let’s be honest: most people screw them up.
They think they have time. That onboarding is a free pass. So, they “settle in” and coast.
Big mistake.
In sales, momentum is everything. The first 90 days are not a grace period; they’re your launchpad. It’s your chance to make a first impression, set the tone, and shape how people see you. Get it right, and you’re on a fast track to internal success. Get it wrong, and you’ll be stuck longer than you probably deserve.
Your first impressions matter. Treat your first 90 days like what they really are: the most important stretch of your career.
Why the First 90 Days Matter More Than You Think
The first three months aren’t a warm-up lap. They’re the beginning of the marathon.
Here’s why your first 90 days matter:
→ Reputation Gets Built Fast
People form opinions in weeks. Are you coachable? Do you execute? Are you serious? They’re watching. You crushed your interview; now prove they were right to hire you. Show them you belong.
→ Habits Lock In
Treat training casually, and that laziness becomes your default. The same goes for curiosity, hustle, and attention to detail. In sales, work ethic is a daily choice. Make the right one, consistently.
→ Opportunities Get Distributed
Leaders watch who’s sprinting. The best leads, accounts, and mentorship don’t go to the most “experienced”; they go to the most hungry. Want more opportunities? Earn more trust.
→ You Create a Learning Advantage
Knowledge compounds. The faster you fail, learn, and adapt, the wider your lead over others. You will make mistakes; what matters is that you own them, learn fast, and implement feedback. That alone separates good from great.
The 90-Day Cheat Code
If there’s a “cheat code” for crushing your first 90 days, it’s this: take action before you feel ready.
Don’t wait to be perfect. Perfection is a trap. You’ll learn faster by doing than by sitting back and trying to plan your way to success. Make the call. Send the email. Get in the game. The goal isn’t flawless execution, it’s momentum.
And while you’re moving fast, be intentional about what you ask. Skip the coffee machine questions. Ask your manager what sets top reps apart. Ask teammates what they wish they’d done differently in their own ramp-up. Smart questions signal you’re thinking long-term and paying attention.
You’ll also want to make feedback your best friend. That means no eye rolls. No defensiveness. Feedback is a gift, and if someone takes the time to coach you, they’re showing they believe in your potential. Shut it down, and they’ll move on to someone else.
Success also lives in the unsexy stuff: keeping your CRM clean, following up religiously, protecting your calendar. These aren’t glamorous tasks, but they’re what winners do. That kind of discipline, especially early, builds a foundation you can scale.
And when rejection inevitably comes (because it will), learn to wear it like armor. Getting ghosted, ignored, or snapped at doesn’t mean you’re bad at the job. It means you’re doing the job. Laugh it off, shake it off, and keep moving.
What Happens When You Actually Sprint?
Imagine two reps starting the same role with the same expectations.
They’re both expected to make 150 calls a day, send 500 emails a week, and enroll 200 prospects weekly.
But Rep A decides to go all in, exceeding expectations by just 15%. Rep B plays it a little safer, falling just short of the minimum.
Over the course of 90 days, here’s how it plays out:
- Rep A makes nearly 13,000 calls. Rep B? 10,500.
- Rep A sends over 5,000 emails. Rep B? Just above 4,000.
- Rep A enrolls 2,070 prospects. Rep B? 1,665.
That’s 405 more enrollment opportunities, all because Rep A sprinted.
405 more prospects in the pipeline.
405 more chances to close.
405 more reasons leadership starts paying attention.
When it comes time to choose who gets top-tier accounts or gets called into the big meeting with the VP, it’s not random. It’s not a coin toss.
They pick the rep who made themselves undeniable.
That’s why your first 90 days matter. Be the rep that is undeniable. Make the right impression in your first 90 days and you’ll be able to excel in your role.
