TABLE OF CONTENTS The dictionary is the only place where success comes before work.
Arthur Brisbane, American journalist (1864 1910)
Be able to develop a success plan to make your ramp time shorter and more effective, enabling you to sell sooner and more successfully.
Use the 30/90/180-day concept to help you structure your success plan.
Learn tips that will help you succeed in your first 6 months on the job.
As a new SE, you will have been given a laptop, a cubicle, and some marketing literature and you will have been to boot camp-style corporate training. What next? The first 90 days, as any good manager knows, represent a critical time. This chapter will help you maximize the opportunities present when you are newly employed and help you hit your sales quota more quickly.
Ramping refers to the time it takes for a new employee to acquire the minimum level of skill in his job to be effective performing it. This is an important metric for companies because it has a direct impact on the lead time necessary to experience revenue growth. If, on average, it takes 2 months to hire an SE, 6 months for them to "ramp up," and your average sales cycle is 6-months-long, then your company must hire 14 months in advance of new revenue! Obviously, this is a significant concern for growing companies that may be taking out loans or selling equity to finance this investment in future sales. It is...
