Build credibility and trust with a clear 30-60-90 day sales plan.
Donny Kelwig
Write a good 30-60-90 day plan
Table of Contents
A new sales representative isn’t going to outsell their veteran colleagues on their first day on the job. To reach and exceed sales quotas, they need time and a well-defined plan. One of the best-known plans for success in a new environment is the 30-60-90 day plan.
In this guide, we’ll show you how to create a three-month plan that’s useful for managers, representatives, and new sales territories.
What is a 30-60-90 day plan?
A 30-60-90 day plan is a three-month strategy for successfully training new sales team members or selling into new territories. With a solid 30-60-90 day sales plan, companies are much more likely to get the most out of new territories, representatives, and managers.
This three-month plan is also an excellent tool for reps looking to make a good impression in a new job interview. Presenting a plan demonstrates sales knowledge and helps you stand out from other candidates. It also gives managers and reps a realistic view of how successful a new employee or territory will be over the long term.
Outline of a 30-60-90 day sales plan
30-, 60-, and 90-day plans don’t always follow the same format. You can create the version that best suits you. The basic idea is that each 30-day group represents a new area of focus: learning, implementation, and improvement.
Such a scheme might look something like this:
- Days 1-30: Learning
During this phase, the new hire learns as much as possible about the company, its products or services, and its customers. In the case of a new sales territory , the sales team and managers spend this phase learning about the geographic area, its demographics, the market, and its ideal customers. - Days 31-60: Implementation
In this phase, a new sales representative or sales manager begins to put what they’ve learned into practice and delve deeper into the sales and performance tracking process. Similarly, for new territories, the sales team and managers begin testing the waters, seeking leads, and building relationships. - Days 61-90: Improvement
In the third month, the actions and results of the previous month are reviewed to identify mistakes and successes. The process will be fine-tuned to improve it, and then it’s time to think about the future.
The key is not to get ahead of yourself. A rushed or unclear 30-60-90 day sales plan won’t give you any advantage.
Advantages of creating a 30-60-90 day plan
- You make a good impression. If you show up well-prepared, you demonstrate that you want to succeed. This statement is especially true when it comes to hiring sales representatives in companies. Hiring managers are usually very impressed and grateful when a sales representative arrives at the interview with a 30-60-90 day sales plan already designed.
- Avoid burnout syndrome. When you start a new job, you may be tempted to work nonstop, but you run the risk of burning out. A three-month plan helps you create a sustainable rhythm that allows you to work hard without burning out.
- Time management is better. When you start something new, you’ll always go slower than someone with a lot of experience. Starting with a plan allows you to manage your time precisely, giving you more flexibility to dedicate time to tasks that require your full attention.
- Trust is built between managers and colleagues. Discussing your goals with your colleagues and superiors is a great way to get to know the company better. It also helps build trust between you and your coworkers . Starting a new job or territory can be difficult, but you’re more likely to succeed if you do your best to build relationships with those who can help you.
- You have the tools to constantly improve. Once the first 90 days are over, the planning isn’t over. But if you successfully implement a 30-60-90 day plan, you’ll have a solid framework for setting goals and achieving them in the future. You’ll also have tools to track your goals, quantify your success, and hone your skills.
Now that you know the basic outline of a 30-60-90 day sales plan and the benefits of using it, let’s look at some concrete examples.
Examples of 30-60-90 day plans
The following are generic examples of different 30-, 60-, and 90-day sales plans. Each goal should be broken down into several smaller goals that fit seamlessly into a daily schedule.
30-60-90 Day Sales Plan: New Sales Rep Example
Hiring managers love it when sales rep candidates come to the interview with a 30-60-90 day sales plan prepared.
This is a great tactic to show companies that you know how to set goals and make plans.
Below is an example of a 30-60-90 day plan for a new sales rep.
Phase 1: Days 1-30
- 1. Carry out all onboarding and training tasks.
- 2. Familiarize yourself with the company’s mission.
- 3. Become familiar with the company’s products or services.
- 4. Study the target market and ideal customer profiles.
- 5. Learn the names and roles of all team members or company employees.
- 6. Schedule weekly meetings with regional directors to review progress.
- 7. Analyze the competition.
Customizable sales plan template
Use our free sales plan template to outline your sales goals for the coming year and define the strategies your team will use to achieve them.
Discharge
Phase 2: Days 31-60
- 1. Observe one of the key members of the sales team.
- 2. Gain hands-on experience interacting with potential clients.
- 3. Simulate interactions with managers and team members.
- 4. Set sales goals.
- 5. Keep a clear record or journal of all sales activities.
Phase 3: Days 61-90
- 1. Review the log or journal and identify areas for improvement.
- 2. Test new approaches.
- 3. Develop a daily schedule that fits the company’s operations.
- 4. Ask for feedback from team members and regional directors.
30-60-90 Day Plan: Sample Director
Motivational sales quotes are all well and good, but it takes more to successfully manage a new sales team. An effective three-month plan is an excellent tool for a new manager to adapt to a sales team. It’s useful for setting expectations and learning how employees respond to gradual changes.
Below is a 30-60-90 day plan for regional sales managers.
Phase 1: Days 1-30
- 1. Obtain important information (birthdays, likes and preferences, etc.) about each team member.
- 2. Identify sales management tools that may be necessary, such as a CRM system.
- 3. Thoroughly analyze the competition and current market trends.
- 4. Study team reports to familiarize yourself with each team’s strengths and weaknesses.
- 5. Observe and record the daily activities of team members.
- 6. Make at least one small change to operations based on team feedback. Phase 2: Days 31-60
- 1. Identify skill gaps in the team.
- 2. Set new quantifiable goals for team members based on the reports.
- 3. Make at least one small change to support the team.
- 4. Write an action plan for the next 30 days. Phase 3: Days 61-90
- 1. Develop strategies for new training or orientation sessions.
- 2. Gather the data needed to determine how a new strategy could generate greater benefits.
- 3. Create a structured schedule in which the proposed changes are implemented.
Keep in mind that some of these goals will be difficult to achieve if you have to manually create reports and analyze data. Use an effective CRM platform and sales funnel software to streamline laborious tasks like generating reports and calculating performance metrics. This way, you’ll achieve your goals faster and with greater precision.
30-60-90 Day Plan: New Sales Territory Example
Starting sales in a new territory presents many unknowns. Writing a good 30-60-90 day plan for a new sales territory helps ensure long-term presence and profits in an unfamiliar area.
Below is a sample 30-60-90 day plan for a new territory. Phase 1: Days 1-30
1. Define the market or environment of the new territory.
2. Learn more about the competition.
3. Study and understand demographic data.
4. Conduct an analysis of strengths, weaknesses, opportunities and threats.
5. Create the profile of the ideal client.
6. Identify the most profitable accounts in the region.
7. Write an action plan for the next 30 days. Phase 2: Days 31-60
1. Clearly define sales objectives . They should be specific, quantifiable, achievable, relevant, and timely.
2. Decide which key performance indicators to focus on.
3. Search for leads.
4. Create an optimized path for sales reps to contact customers and prospects.
5. Write an action plan for the next 30 days. Phase 3: Days 61-9o
1. Ask for feedback from sales team members, prospects, and customers.
2. Refine the plan based on feedback.
3. Make a sales forecast for the rest of the year.
4. Establish a standard schedule that fits the sales strategy.
Make sure you develop a specific plan that’s feasible and allows for flexibility to modify if necessary. We’ll show you how to do this in the next section.
How to write a 30-60-90 day sales plan
There’s no one-size-fits-all formula for creating a 30-60-90 day plan. The key is to make it easy to implement, meaning it should be concise and structured. Most plans are between three and eight pages long.
What should be included in a 30-60-90 day plan?
Every plan should include clear and realistic objectives, a timeline for achieving them, and a method for measuring success.
Let’s look at one of the examples from the previous section, the 30-60-90 day plan for a new sales rep. One of the goals of Phase 1 is to become familiar with the company’s products
In a complete 30-60-90 day sales plan you can include the goal, metrics, and schedule shown below.
Objective: To learn about the company’s products.
- Review the product catalog for at least 30 minutes a day.
- Discuss the product with at least three colleagues each week.
- Read at least 20 customer product reviews every day.
Metric: Being able to talk to a person about the product for 15 minutes straight and answer all questions without looking at the catalog by the end of the month .
We all learn in different ways. Your plan may look similar to someone else’s, but the finer details should be personalized and adapted to your way of learning and performing best.
Using software to successfully execute a 30-60-90 day plan
Creating a plan is the easy part. Executing it is harder, but using software can help.
Zendesk Sell is an all-in-one cloud CRM that makes setting goals and measuring success easy and painless. Our software offers powerful reporting and analytics, along with performance metrics and task management tools. It shows how close or far you are from achieving your goals and where improvements are needed.
Sign up today for a demo and discover how the Zendesk platform can help your sales team set and achieve achievable sales goals.
