Are you at the cusp of something new? Perhaps you've taken a newsales position or are selling to new markets or buyers. Maybeyou're launching a new product or service or are taking onresponsibility for on-boarding a new rep. Or maybe you've finallyrealized that you're doomed unless you figure out how to deal withtoday's savvy, frazzled, sales-averse decision-makers.

What's common among all these scenarios? You (or your new reps)are once again thrown into learning mode. You're overwhelmed by thesheer magnitude of the task at hand. You're not sure you'll everfigure it out. But here's the deal: To make things happen, you needto take control of your learning. It can't be done in bits andpieces, with no rhyme or reason to what you're learning.

In my book Agile Selling, I lay out a complete 90-daysales plan, which starts with a deep dive into the informationand/or skills you need to focus on. Why 90 days? Because thistimeframe is short enough to feel manageable yet long enough to getresults.