30-60-90 Day Sales Plan: Winning Sales Reps' Strategy

What is a 30-60-90 Day Sales Plan?

A 30-60-90 day plan is typically for new hires, that lays out the game plan for the first three months, breaking down goals into manageable 30-day chunks. These milestones are all about syncing up with the organization's mission. It provides the new joinees with  a clear path forward during those early days that can feel a bit chaotic.

Who creates it? Well, it could be either the new hire or their manager, but regardless, it's a collaborative effort. Managers may encourage new hires to develop their own plan to ensure alignment with the outlined goals and milestones. Ultimately, it's all about setting the new hire up for success right from the start!

With a robust 30-60-90 day sales plan, organizations are more likely to level up their new sales reps to make the most of their new territories, environment, and people.

Besides, the sales manager can also gauge how you are moving ahead in the organization and adapting to your new role. Get visibility into your sales team’s performance with Salesken, learn more.

When to Make a 30-60-90 Plan?

Onboarding New Employees

1. Create a 30-60-90 day plan to facilitate the transition of new employees into valuable team members quickly.
2. The plan serves as a structured approach to help new hires understand their roles, responsibilities, and goals within the organization.
3. By breaking down tasks and objectives into 30-day increments, new employees can focus on achieving short-term goals while gradually integrating into their new role and team.

Rolling Out New Initiatives

1. Utilize a 30-60-90 day plan when introducing new initiatives within the organization.
2. The plan acts as a roadmap for existing employees, providing clarity on the goals of the initiative and outlining actionable steps to achieve them.
3. By breaking down the implementation process into 30-day intervals, employees can effectively understand, adopt, and contribute to the success of the new initiative.

Preparing for Interviews

1. Prospective employees can benefit from creating a 30-60-90 day plan when preparing for job interviews.
2. Presenting a detailed plan demonstrates to hiring managers a proactive approach and readiness to contribute to the organization's objectives.
3. The plan showcases the candidate's commitment to making an immediate impact and aligning with the company's goals and vision.

What are the Benefits of Implementing a 30-60-90 Day Sales Plan for Sales Reps?

Although a 30-60-90 day sales plan is to help new sales team members transition into their roles, it should also serve as a roadmap for their career development.

Here are some benefits of a 30 60 90 day sales plan for sales reps:

1. Clarity and Focus

A well-designed 30-60 90-day sales plan provides clarity and focuses to the sales rep by outlining specific goals and objectives for each phase of their onboarding process. This helps them stay focused on the tasks at hand and avoid getting overwhelmed.

2. Prioritization

The plan helps the sales rep prioritize their tasks by breaking down their goals into smaller, achievable objectives. This enables sales reps to upskill and work more efficiently.

3. Faster Ramp-Up Time

By providing a roadmap for the sales rep to follow, a 30-60 90-day sales plan can help them quickly get up to speed on the job and start making meaningful contributions to the team.

4. Increased Accountability

A sales plan provides a measurable framework for assessing the sales rep's progress and performance. This increased level of accountability can motivate the sales rep to work harder and achieve their goals.

5. Better Communication with Management

A 30-60 90-day sales plan can be used as a communication tool between the sales rep and their management team. It allows both parties to be on the same page regarding expectations and progress, fostering a more collaborative and productive working relationship.

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Benefits of a 30-60-90-Day Sales Plan for Sales Leaders

1. Structured Framework for Delegation

• A 30-60-90 Day Plan offers sales leaders a structured framework for delegating tasks and responsibilities to their team members.
• By clearly defining objectives and action steps for each phase of the plan, leaders can effectively communicate expectations and allocate tasks based on individual strengths and capabilities.
• This structured approach to delegation ensures that team members understand their roles and responsibilities within the broader sales strategy, fostering efficiency and productivity.

2. Effective Resource Allocation

• The detailed nature of a 30-60-90 Day Plan enables sales leaders to allocate resources such as time, budget, and personnel strategically.
• By identifying key priorities and objectives for each phase of the plan, leaders can allocate resources where they will have the greatest impact, maximizing efficiency and optimizing results.
• This effective resource allocation ensures that resources are utilized judiciously, minimizing waste and maximizing the return on investment for the sales organization.

3. Fosters a Culture of Accountability and Continuous Improvement

• Implementing a 30-60-90 Day Plan fosters a culture of accountability within the sales team, where each team member is responsible for achieving their designated goals and milestones.
• By setting clear expectations and tracking progress against predefined metrics, sales leaders can hold team members accountable for their performance, driving a sense of ownership and responsibility.
• Additionally, the structured nature of the plan facilitates ongoing evaluation and feedback, allowing sales leaders to identify areas for improvement and implement corrective actions as needed.
• This culture of accountability and continuous improvement promotes a dynamic and results-oriented sales environment, where team members are motivated to strive for excellence and exceed expectations.‍

How to Create a 30-60-90-Day Sales Plan

If you're looking for the secret sauce to succeed in sales, then a well-crafted 30-60-90 day sales plan is your recipe for success. 

According to statistics, sales reps who implement a 30-60-90 day sales plan achieve a 30% higher success rate than those who don't. 

Here's how to create a 30-60-90 day sales plan that will set you up for success:

1. Define the Company Mission

Start by identifying and writing down the company mission. This step is crucial as the plan should align with the company’s mission and goals. By having a clear understanding of the mission, the sales rep can better comprehend their role in the company.

2. Set 30-day Objectives

Write down three to five goals that the sales rep should aim to achieve in the first 30 days. It is essential to include key metrics for each goal, which will help measure success.

3. Set 60-day and 90-day Objectives

Similarly, write down three to five goals that the sales rep should aim to achieve in the next 60 and 90 days, respectively. Once again, including key metrics is crucial to track progress.

4. Provide Ample Resources

To help the sales rep accomplish their goals, including any relevant resources such as contact information for key personnel or online tutorials. The aim is to provide the necessary support and guidance for the sales rep to succeed with minimal oversight.

5. Evaluate Progress

It is crucial to evaluate the sales rep's progress regularly.

To do so, set a specific timeline for follow-up and review the sales rep's accomplishments against the goals set out in the plan. Evaluating the plan's effectiveness helps identify areas of success and opportunities for improvement. According to a survey conducted by The Bridge Group, sales reps with a 30-60-90 day plan were 79% more likely to achieve their targets than those without a plan. 

By following the above-mentioned five steps, you can help ensure that your sales rep is equipped with the tools and resources necessary to achieve their sales goals.

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What to Include in a 30-60-90 Day Sales Plan?

The first step in creating a sales plan is to identify and write down the company's mission and goals. Understanding the company's mission will help the sales rep comprehend their role in the bigger picture. It will enable them to align their sales strategy with the company's objectives and work towards achieving the same.

Next, the sales rep should set specific, measurable, and achievable goals for the first 30 days, 60 days, and 90 days. The goals should be limited to three to five to ensure clarity and focus. Each goal should have a key metric that can be used to measure success.

The goals should be realistic, and challenging, and should align with the company's mission and objectives.

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Examples of 30-60-90 Day Sales Plans for Various Scenarios

30-60-90 Day Sales Plan for Newly Joined Sales Reps

Phase 1: Days 1-30

1. Complete all onboarding and training.
2. Familiarize yourself with the company’s culture, mission, and values.
3. Learn about the company’s products and/or services in detail, including pricing, features, and benefits.
4. Research the company's existing clients and their needs.
5. Meet with the sales team and learn about their current sales strategies.
6. Schedule regular meetings with your sales manager to discuss progress and receive feedback.
7. Develop a comprehensive understanding of the sales process, including lead generation, prospecting, and closing deals.

Phase 2: Days 31-60

1. Review your progress over the past 30 days and identify areas for improvement.
2. Shadow top-performing sales reps to learn their tactics and strategies.
3. Attend sales meetings and presentations to learn how to effectively communicate with clients.
4. Develop a target list of prospects and create a plan for reaching out to them.
5. Conduct market research to identify new opportunities and develop a strategy for pursuing them.
6. Set specific, measurable sales goals and establish a plan for achieving them.

Phase 3: Days 61-90

1. Review your progress and results from the previous 60 days.
2. Continue to refine and improve your sales techniques, based on feedback from managers and colleagues.
3. Use customer feedback to make adjustments to your sales approach and improve customer satisfaction.
4. Develop and implement a follow-up strategy to nurture leads and close deals.
5. Network with industry professionals and attend relevant events to build your sales pipeline.
6. Conduct a thorough review of your sales activities and results over the past 90 days, and create a plan for ongoing improvement.

‍30-60-90 Day Sales Plan for Newly Joined Sales Managers

Phase 1: Days 1-30

1. Complete all onboarding and training, including company policies and procedures.
2. Meet with your team members and learn about their current roles and responsibilities.
3. Review the company's sales goals and objectives, as well as the current sales strategies.
4. Conduct a SWOT analysis to identify the team's strengths, weaknesses, opportunities, and threats.
5. Develop a plan to improve team performance, such as setting performance goals, creating incentives, and offering training opportunities.
6. Schedule regular check-ins with each team member to discuss progress and provide feedback.
7. Build relationships with key stakeholders, such as clients, partners, and vendors.

Phase 2: Days 31-60

1. Evaluate the team's performance over the past 30 days and identify areas for improvement.
2. Develop and implement a plan to address any weaknesses or gaps in the team's performance.
3. Meet with key clients to understand their needs and challenges, and develop a plan to address their concerns.
4. Review and refine the sales process to optimize efficiency and productivity.
5. Attend sales meetings and provide coaching and feedback to team members.
6. Develop a plan to improve communication and collaboration among team members.

Phase 3: Days 61-90

1. Review the team's progress and results over the past 60 days.
2. Implement ongoing training and development programs to ensure the team has the skills and knowledge to succeed.
3. Develop and implement a plan to expand the company's customer base and increase revenue.
4. Analyze the competition and develop strategies to stay ahead of them.
5. Develop and implement a plan to increase customer satisfaction and loyalty.
6. Conduct a comprehensive review of the team's performance and results over the past 90 days, and develop a plan for ongoing improvement.

‍30-60-90 Day Sales Plan for New Sales Territory

Phase 1: Days 1-30

1. Gather information about the new territory, including market size, competition, and demographics.
2. Develop a comprehensive understanding of the company's products and services.
3. Identify key accounts and prospects in the territory and develop a plan to prioritize them.
4. Create a sales territory map to visualize the distribution of prospects and customers.
5. Schedule introductory meetings with key stakeholders, including clients, partners, and vendors.
6. Conduct market research to identify new opportunities and develop a strategy for pursuing them.
7. Meet with the sales team to discuss the territory's potential and challenges.

Phase 2: Days 31-60

1. Review your progress over the past 30 days and identify areas for improvement.
2. Develop a deep understanding of the needs and challenges of your target market.
3. Build relationships with key prospects and clients, including decision-makers and influencers.
4. Create and execute a plan for lead generation and prospecting.
5. Identify and engage with referral sources to expand the customer base.
6. Attend industry events and network with other professionals in the territory.
7. Set specific, measurable sales goals for the territory and establish a plan for achieving them.

Phase 3: Days 61-90

1. Review your progress and results from the previous 60 days.
2. Refine and optimize your sales strategies based on feedback from clients and team members.
3. Develop and implement a follow-up strategy to nurture leads and close deals.
4. Conduct a comprehensive review of the territory's performance, including sales metrics and customer satisfaction.
5. Develop and implement a plan to expand the customer base and increase revenue.
6. Analyze the competition and develop strategies to stay ahead of them.
7. Identify and capitalize on opportunities to improve operational efficiency and increase profitability.

30-60-90 Day Sales Plan for Newly Hired Sales Leadership

Phase 1: Days 1-30

1. Complete all onboarding and training, including company policies and procedures.
2. Meet with each member of the sales team to understand their roles, responsibilities, and performance.
3. Evaluate the existing sales strategies and identify areas for improvement.
4. Develop a deep understanding of the company's products and services, as well as the target market and ideal customer profiles.
5. Meet with key stakeholders, such as senior management, marketing, and customer service teams, to understand the company's overall strategy and goals.
6. Develop a plan to improve team performance, such as setting performance goals, creating incentives, and offering training opportunities.
7. Conduct a SWOT analysis to identify the team's strengths, weaknesses, opportunities, and threats.

Phase 2: Days 31-60

1. Review the team's performance over the past 30 days and identify areas for improvement.
2. Develop and implement a plan to address any weaknesses or gaps in the team's performance.
3. Build relationships with key clients and prospects to understand their needs and challenges.
4. Develop and execute a plan for lead generation and prospecting.
5. Attend sales meetings and provide coaching and feedback to team members.
6. Develop a plan to improve communication and collaboration among team members.
7. Review and refine the sales process to optimize efficiency and productivity.

Phase 3: Days 61-90

1. Review the team's progress and results over the past 60 days.
2. Implement ongoing training and development programs to ensure the team has the skills and knowledge to succeed.
3. Develop and implement a plan to expand the company's customer base and increase revenue.
4. Analyze the competition and develop strategies to stay ahead of them.
5. Develop and implement a plan to increase customer satisfaction and loyalty.
6. Conduct a comprehensive review of the team's performance and results over the past 90 days, and develop a plan for ongoing improvement.
7. Identify opportunities to improve operational efficiency and increase profitability.

Mistakes to Avoid While Creating a 30-60-90-Day Sales Plan

When creating a 30-60-90 day sales plan, there are several mistakes that you should avoid to ensure that your plan is effective and helps you achieve your sales goals. Here are some common mistakes to avoid:

1. Not Setting Specific Goals: Your sales plan should have clear and specific goals for every 30 days. Avoid setting vague or unrealistic goals that are difficult to measure.
2. Focusing Too Much on Short-Term Goals: While it's important to have short-term goals, it's also important to consider the long-term impact of your sales plan. Make sure that your short-term goals align with your long-term sales strategy.
3. Neglecting Research and Analysis: Before creating your sales plan, it's important to research your target market, competitors, and industry trends. Neglecting this research can lead to a plan that is ineffective and doesn't meet the needs of your customers.
4. Not Taking into Account the Strengths and Weaknesses of your Sales Team: Your sales plan should take into account the strengths and weaknesses of your sales team. Make sure that you're assigning tasks and responsibilities to team members based on their strengths and areas for improvement.
5. Not Tracking Progress: It's important to track your progress toward your sales goals and adjust your plan as needed. Avoid neglecting this step, as it can help you identify areas for improvement and make adjustments to your plan to ensure success.

By avoiding these common mistakes, you can create a 30-60-90 day sales plan that is effective, realistic, and tailored to the needs of your business and customers.

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Wrapping Up

In conclusion, a 30-60-90 day sales plan is a powerful tool that can help sales reps achieve success by setting clear goals, prioritizing tasks, and tracking progress. 

By avoiding common mistakes and tailoring the plan to the needs of your business and customers, you can increase your chances of meeting and exceeding your sales targets.

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Frequently Asked Questions

What should be in a 30-60-90 day sales plan?

A 30-60-90 day sales plan should outline specific focuses, priorities, and sales goals for each phase, along with success metrics, whether it's for you or a new hire.

What should be included in a 30 60 90 day plan?

While there's no set length for a 30-60-90 day plan, it should include information about onboarding and training, set goals that you're expected to hit by the end of each phase, and all the people to meet and resources to review in support of those goals.

script, and a follow-up plan, cold calling can effectively generate leads, build relationships, and close sales.

How does a 30-60-90 day plan help new sales managers succeed from the start?

A 30-60-90 day plan is a step-by-step guide for new sales managers.

• First 30 Days: Learn about your team and the sales process.
• Next 60 Days: Start using what you've learned to improve sales and help your team perform better.
• Last 30 Days: Make sure you and your team are on track to hit your sales targets.

This plan helps new managers lead effectively right from the beginning.

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