The First 60 Days of a Sales Hire
Why repeated behavior reveals more than first impressions.
Most people overestimate how much they can learn from a conversation.
The problem isn't interviews.
It's first impressions.
People rarely become someone else after they join.
You simply see more of who they already are.
The first 30 days reveal habits.
Do they prepare?
Do they take useful notes?
Do they ask better questions each week?
Do they practice instead of defending every mistake?
None of these produce revenue on day one.
Together, they predict whether someone improves.
The next 30 days reveal judgment.
What happens after feedback?
Do they recognize their own mistakes before someone points them out?
Can they explain why they lost a conversation?
Do they change what they do the next day?
By day 60, the decision is rarely difficult.
Give them more responsibility.
Find a role that fits them better.
Or accept that the hiring process predicted the wrong person.
The first 60 days do not change people.
They make them easier to see.