When I started as Head of SalesI had no playbook.No onboarding guide.No magic template.Just a big goal, a lean team, and a lot of expectations.So I built my own structure - fast.Here are the 10 steps I followed in the first 30 days that made all the difference:1. Talk to every team memberBefore fixing anything, I listened. What’s working? What’s broken? What’s missing?2. Review the full sales funnelFrom lead to closed-won. I needed to know where the drop-offs were - and why.3. Sit in on sales callsLive conversations show more than any dashboard ever will.4. Interview customersWhy did they buy? Why us? What was the moment they said yes?5. Audit messagingEmails, pitches, follow-ups - I read everything like a prospect.6. Define (or clean up) the ICPThe clearer the ICP, the sharper the outreach. Period.7. Clarify roles and expectationsWhat’s owned by who? Where are the gaps? Are the goals realistic?8. Identify quick winsNothing builds trust like progress people can see.9. Build trust with leadershipRegular check-ins, no fluff, clear impact. Show that you’re not guessing.10. Trust your intuitionData matters, but so does instinct.If something feels off - even when the numbers look fine - lean in and explore it.⸻It wasn’t perfect.But it gave me clarity, momentum, and early credibility.If you’re stepping into a new sales leadership role - this is your foundation.