$1.$ How do I define success?

a$.$ Quota requirements $($timing$,$ bonuses, accelerators$)$;

b$.$Club$$ trips or other perquisites;

c$.$ Job grades and requirements for advancement.

$2.$ What do I need to be successful?

a$.$ Product expertise;

b$.$ Presentation and professional skills;

c$.$ General technical skills;

d$.$ Key support groups and individuals at corporate;

e$.$ Company$$s sales process and knowledge of how I fit in;

f$.$ Informal processes $($how things really work around here$)$;

g$.$ Knowledge about how to make my manager successful.

$3.$ How do I get the information I need to be successful?

a$.$ Recommended product training;

b$.$ Recommended professional training;

c$.$ Recommended technical training;

d$.$ Escalation path or sales issues $($technical$,$ product, or process$)$;

e$.$ Location of documentation;

f$.$ Access to intranet$/$knowledge management$/$marketing encyclopedia.

$4.$ How do I compare to others $($benchmarking$)?$

a$.$ Who are the internal leaders in my area of focus?

b$.$ Who are external leaders or sources of validation in my area of focus?

$5.$ What is the training policy?

a$.$ What are the timing and logistics issues involved in signing up for the internal training

classes needed?

b$.$ What is the corporate reimbursement policy for external training, periodical

subscriptions, and membership in industry organizations?