A Quick-Start Guide for New Sales Roles

How to Succeed When You’re New to Strategic Account Management

One of my mentees just landed a sales role after finishing her MBA.

She will be working for a major, US technology company in their leadership development program—managing one client, building relationships and learning how to sell without feeling “salesy.”

If you (or someone you know) are new to this world, here’s a quick-start guide I shared with her.

Mindset First: Strategic Effects

Observe – Orient – Analyze – Act – Repeat

This is the framework I have followed throughout my career. This loop helps you avoid reactive decisions and take smart, intentional steps. Do not rush to act—watch first, understand what’s happening, and move with purpose.

📚 Books to Build Confidence

A growth mindset—no matter what stage of your career—is paramount for continued success. The world is always evolving and if you’re also evolving, you will be left behind. So continue reading!

1. To Sell is Human – Daniel Pink
Selling isn’t about pushing—it’s about solving.

2. The Trusted Advisor – David Maister
Be a partner, not a pitch machine.

3. Sell with a Story – Paul Smith
Stories persuade. Learn to use them wisely.

4. SPIN Selling – Neil Rackham
A classic on how to ask smart, layered questions.

5. The Coaching Habit – Michael Bungay Stanier
Want to listen better? Start here. Short and practical.

🎧 Podcasts to Stay Sharp

Not everyone reads. I get it. So how about some podcasts too!

🎧 Make It Happen Mondays – John Barrows
Straight talk from real sales leaders.

🎧 Sales Hacker Podcast – Hosted by Sam Jacobs
Tactical advice for modern B2B sales.

🎧 The Art of Charm – Hosted by AJ Harbinger & Johnny Dzubak
Persuasion and trust-building from a human behavior lens.

🎧 Craig Groeschel Leadership Podcast
Influence. Presence. Values-based selling.

🎧 Women in Sales – Lori Richardson
Inspiring perspectives from women leading in sales.

💡 Tips for Success

What would you tell your younger self? What did you learn along the way to make you more successful?

Create a “questions library.” Good questions build trust.
Think like a journalist. Your job is to uncover, not push.
Be the calm in the chaos. Especially on big enterprise accounts.
Stay curious. That’s your superpower.
Lead with empathy. People buy from people they trust.

Bottom Line

Sales is about helping, guiding and showing up consistently. Let me re-emphasize that. By adding value consistently over time, you will by default become a trusted ally. The person people turn to when they need advice and solutions.

But it starts with the premise: Observe first. Act second.

And always the is—build and nurture the relationship.