The first 90 days
I'd rather be measured than interviewed.
So here's my first 90 days at [company], in writing. Dates, numbers, and the condition under which I'd tell you it isn't working.
Most 30-60-90s are learning plans. Shadow calls, learn the product, meet the team. That's a document asking to be managed.
This one is a mutual action plan. Same artifact I'd build with a buyer in a live cycle: what I deliver, what I need from you, by when.
- ICP rebuilt from data, not the deck. Twelve months of closed-won against closed-lost, isolate the three signals that actually separate them.
- 300 accounts listed on triggers — funding, hiring, exec move, tech change — never on titles.
- Sequences live by day 21. Two Threads per account, business and personal. Voice notes under 25 seconds. No "thanks for connecting."
By day 30: [N] accounts in active sequence, first meetings booked.
- Up-front contract on every call. Agenda, time, and explicit permission to end it with a no.
- Negative reverse instead of happy ears. I'd rather lose a deal in week five than carry it to week twelve.
- Every meeting debriefed against a written scorecard the same day.
By day 60: [N] qualified opportunities, plus a documented list of the loss reasons nobody's tracking yet.
- Every open deal scored on all eight. Gaps get a named next step, not a "checking in."
- Multi-threaded on every account. Never single-threaded on one champion.
By day 90: [value] in committed pipeline, and the playbook written up so the next rep starts at day 30 instead of day zero.
What I need from you
- Week one: three customer calls, live or recorded. I can't build an ICP off a deck.
- Week two: thirty minutes with whoever lost the last three deals.
- Day one: CRM access. Not day ten.
- And one number, agreed in writing, that we both hold me to.
How this fails
If I can't get three buyer conversations inside week one, my ICP read is guesswork. I'd rather surface that on day seven than day sixty, and I'll say so when it happens.
The numbers above move by track. Here's what I'd bring on each.