by axeteam | Jul 4, 2026 | Sales
The first 90 days set the trajectory for a new CSM’s tenure. CSMs who execute these 90 days well compound trust with customers, internal stakeholders, and managers. CSMs who fumble them spend the next 6-12 months trying to recover. The plan that works is more...
by axeteam | Jul 4, 2026 | Sales
The first 90 days as a new CSM determine whether you build trust with your book or play catch-up for the next two years. Most new CSMs default to introducing themselves and asking how things are going. Top CSMs run a structured plan that maps stakeholders, identifies...
by axeteam | Jul 4, 2026 | Sales
The first 90 days are the most consequential of a new VP Sales tenure. They establish credibility with the CEO, set the relationship with the team, and lock in the strategic priorities. New VP Sales hires who execute these 90 days well compound trust for years. New VP...
by axeteam | Jul 4, 2026 | Sales
Most sales hiring scorecards are bad. They’re built from generic templates, weight personality over performance signals, and produce the same averaged-out hire over and over. Strong scorecards are calibrated to the specific role and segment, weight evidence over...
by axeteam | Jul 4, 2026 | Sales
Pipeline coverage is one of the most quoted, least understood metrics in sales operations. Everyone knows the “3x rule” — your team should carry 3x the quota in pipeline to hit the number. Almost no one knows where the 3x comes from, why it’s...
