The first 100 days in a new sales leadership role are decisive. Expectations are high, time is short, and daily business has a way of taking over before you have built any real understanding of the organisation. Harvard Business Review found that nearly half of new executives underperform in their first 18 months, and the most common reason is pushing solutions before understanding the context.
This free guide gives you a clear, structured way through that critical phase.
Written by Pascal Hermant and Nikolaus Bremerich, both seasoned commercial leaders with decades of experience at companies like Danone and BRITA, it translates hard-won lessons into a practical framework you can apply from day one.
What's inside:
At the heart of the guide is the EARN framework, a four-phase approach to the first 100 days:
Explore (Days 1 to 30) — Listen, learn, and build trust. Immerse yourself in the data and culture, run a structured listening tour, and establish credibility before making changes.
Align (Days 31 to 60) — Define your strategy and secure early wins. Shape a clear vision, identify quick wins that build momentum, and make the first key decisions on people and process.
Run (Days 61 to 90) — Execute and drive performance. Move decisively into implementation, hold the team accountable, engage key customers, and publicise tangible results.
Nurture (Days 91 to 100) — Consolidate gains and plan forward. Evaluate progress, communicate the road ahead, and set the roadmap for the next year.
The guide is structured in three parts so you can use it however suits you best: a comprehensive guide explaining what to do, when, and why; a quick guide with the most important actions per phase; and a phase-by-phase checklist to keep you on track. It also covers the common pitfalls that derail new leaders, from badmouthing the past to overpromising results.
Who it's for
New and aspiring Chief Sales Officers, Sales Directors, VPs of Sales, and CROs, as well as anyone preparing for a step up into sales leadership and wanting to get the transition right.
Interested? Download the guide and set the foundation for a high-performing, growth-oriented sales organisation.