30-60-90 Day Sales Plan: Everything You Need to Know

30-60-90 Day Sales Plan: Everything You Need to Know

In the world of sales, success often hinges on planning. One of the most effective tools for strategic planning is the 30–60-90 day sales plan. This plan is a roadmap that guides sales professionals through their first three months in a new role or territory. It outlines key goals and milestones, providing a clear path to success.

The 30-60-90-day sales plan is more than just a checklist. It’s a commitment to personal accountability, a tool for measuring progress, and a way to demonstrate your understanding of your new role. It’s a way to show your manager that you’re not just thinking about what you need to do, but also about how you’re going to do it.

Why a 30-60-90-Day Sales Plan is Needed

A 30-60-90-day sales plan stands as a pivotal roadmap for sales professionals and teams aiming to achieve their goals within a structured timeline. At its core, the plan represents a comprehensive strategy that outlines objectives, tactics, and metrics for evaluating progress.

Understanding the 30-60-90 Day Sales Plan

So, what exactly is a 30-60-90 day sales plan? Let’s break it down.

The plan is divided into three phases, each corresponding to a month in the first quarter of your new role. Each phase has a specific focus and set of goals.

The First 30 Days: Learning and Understanding

The first month is all about learning. This is when you’ll immerse yourself in your new role, getting to know your team, your clients, and your products or services. You’ll also start to understand the company’s sales strategies and targets.

Your goals for this phase might include:

• Completing all required company training
• Understanding the high-level priorities for your company and team
• Gaining a complete understanding of the target market
• Mastering your company’s key products and/or services

The Next 30 Days: Implementing and Executing

The second month is about putting what you’ve learned into action. You’ll start to take on more responsibilities and begin to execute your sales strategies. You’ll also start building relationships with clients and identifying potential opportunities for sales.

Goals for this phase could include:

• Introducing yourself to key clients and prospects
• Participating in job shadowing with peers and management
• Developing new leads
• Completing all formal training requirements

The Final 30 Days: Optimizing and Expanding

The third month is about optimization. You’ll review your performance so far, identify areas for improvement, and start to refine your sales strategies. You’ll also start to take on more complex tasks and larger clients.

Goals for this phase might include:

• Establishing relationships with key accounts
• Actively seeking feedback from peers and management
• Adjusting your strategy based on feedback
• Establishing a schedule that works for you, your clients, and your team

A 30-60-90 day sales plan is a dynamic document that guides your first three months in a new sales role. It’s a tool that helps you focus on what’s important, track your progress, and demonstrate your commitment to your new role. It’s not just about hitting sales targets – it’s about becoming a valuable member of the sales team.

When to Use a 30-60-90 Day Sales Plan

A 30-60-90 day sales plan is a versatile tool that can be utilized in a variety of scenarios. Here’s a deeper look into when you might want to use this strategic plan:

During the Interview Process

Job interviews can be nerve-wracking, but having a 30-60-90 day sales plan in your arsenal can give you a competitive edge. This plan serves as a tangible demonstration of your initiative, strategic thinking, and understanding of the sales process. It shows potential employers that you’re not only serious about the role but also that you’re prepared to contribute from day one.

First Week on the Job

The first week in a new role can be overwhelming, with a barrage of new information, faces, and responsibilities. A 30-60-90 day sales plan can serve as a compass during this period, providing clear direction and focus. It helps you prioritize tasks, set expectations, and quickly integrate into your new role.

New Territory Assignments

When assigned a new sales territory, there’s a lot to learn and accomplish. A 30-60-90 day sales plan can guide you through this transition, helping you understand the market dynamics, customer base, and competitive landscape. It allows you to set clear objectives for building relationships, identifying opportunities, and driving sales growth.

Onboarding New Sales Managers

Onboarding is a critical period for new sales managers. A 30-60-90 day sales plan can streamline this process, providing a structured approach for understanding the team dynamics, sales processes, and organizational goals. It helps new managers quickly add value, build credibility, and foster strong relationships with their team.

Building Sales Skills

Whether you’re a seasoned sales professional or a newcomer to the field, there’s always room for improvement. This plan can be a powerful tool for skill development. By setting specific, measurable goals, you can focus on enhancing particular areas of your sales technique, track your progress, and ultimately become a more effective salesperson.

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

Creating a 30-60-90 day sales plan may seem like a daunting task, but it doesn’t have to be.

Here’s a step-by-step guide to help you navigate the process:

Step 1: Set Measurable Goals

The first step in creating your plan is to define what you want to achieve in the first 30, 60, and 90 days. These goals should be SMART – Specific, Measurable, Achievable, Relevant, and Time-bound. This ensures that your goals are clear, realistic, and aligned with your sales role.

Step 2: Align with Team Goals

Your individual goals should not exist in isolation. They need to align with the broader objectives of your sales team and the overall company. This alignment demonstrates your commitment to collective success and fosters a sense of teamwork.

Step 3: Figure Out How to Measure Success

Once you’ve set your goals, you need to determine how you’ll measure your success. This could involve specific key performance indicators (KPIs), sales targets, or other relevant metrics. Having a clear measure of success allows you to track your progress and make necessary adjustments to your plan.

Step 4: Develop Your Action Plan

With your goals and success measures in place, it’s time to develop your action plan. This involves outlining the specific steps you’ll take to achieve each goal, identifying any resources or support you’ll need, and setting a timeline for each action.

Step 5: Review and Refine Your Plan

Remember, a 30-60-90 day sales plan is not a static document. It’s a dynamic tool that should evolve with your role and experiences. Regularly review your plan, assess your progress, and refine your goals and actions as needed. This will ensure your plan remains relevant and continues to drive your success.

By following these steps, you can create a powerful tool that propels your sales success, whether you’re stepping into a new role, taking on a new territory, or aiming to enhance your sales skills.

Key Elements of a 30-60-90-Day Sales Plan

A 30-60-90 day sales plan is more than just a list of goals. It’s a comprehensive strategy that covers various aspects of your sales role. Here’s a detailed breakdown of what should be included in each phase of the plan:

First 30 Days: The Learning Phase

During the first 30 days, your focus should be on understanding your role, the company, and the sales process. Key elements for this phase include:

• Company Training: Outline any company-specific training you’ll need to complete. This could include product training, sales process training, or company culture workshops.
• Market Understanding: Plan to learn about your target market, including customer needs, market trends, and competitive landscape.
• Product Knowledge: Set a goal to become an expert in your company’s products or services. This could involve product demos, reading product literature, or speaking with product managers.
• Team Integration: Plan to get to know your team. This could involve one-on-one meetings, team lunches, or shadowing sessions.

Next 30 Days: The Implementation Phase

The second 30 days should focus on implementing what you’ve learned and starting to take on more responsibilities. Key elements for this phase include:

• Sales Activities: Start engaging in sales activities, such as prospecting, lead generation, and customer meetings.
• Relationship Building: Plan to build relationships with key clients and stakeholders. This could involve client meetings, networking events, or social activities.
• Performance Tracking: Begin tracking your performance against your goals. This could involve weekly sales reports, CRM updates, or feedback sessions with your manager.

Final 30 Days: The Optimization Phase

The last 30 days should focus on optimizing your performance and expanding your responsibilities. Key elements for this phase include:

• Performance Review: Review your performance against your goals. Identify areas of success and areas for improvement.
• Strategy Adjustment: Based on your review, adjust your sales strategies as needed. This could involve refining your sales pitch, targeting different customers, or trying new sales tactics.
• Goal Setting: Set new goals for the next quarter. These should build on your successes and address any areas for improvement.

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

Creating a 30-60-90-day sales plan can be a powerful way to kickstart your sales role. However, there are some common pitfalls to avoid:

• Setting Unrealistic Goals: While it’s important to be ambitious, setting goals that are too lofty can set you up for failure. Make sure your goals are challenging, yet achievable.
• Ignoring Team and Company Goals: Your plan should align with the broader objectives of your team and company. Ignoring these goals can lead to misalignment and missed opportunities.
• Neglecting to Review and Adjust Your Plan: Your plan should be a living document that evolves with your role. Regularly review and adjust your plan to ensure it remains relevant and effective.
• Failing to Measure Success: Without clear measures of success, it’s impossible to know if you’re on track. Be sure to include specific, measurable success indicators in your plan.

By understanding the key elements of a 30-60-90 day sales plan and avoiding common mistakes, you can create a powerful tool that drives your success in your sales role.

30-60-90 Day Sales Plan Template

Creating a 30-60-90 day sales plan can seem like a daunting task, but it doesn’t have to be. Here’s a simple template to get you started:

First 30 Days: The Learning Phase

• Complete company-specific training: _______________
• Understand the target market: _______________
• Gain product knowledge: _______________
• Integrate with the team: _______________

Next 30 Days: The Implementation Phase

• Engage in sales activities: _______________
• Build relationships with key clients and stakeholders: _______________
• Begin tracking performance: _______________

Final 30 Days: The Optimization Phase

• Review performance: _______________
• Adjust sales strategies: _______________
• Set new goals for the next quarter: _______________

Remember, this is just a starting point. Feel free to customize this template to suit your specific role, goals, and company culture.

Conclusion

A 30-60-90 day sales plan is a powerful tool that can set you up for success in your sales role. It helps you understand your role, set clear goals, track your progress, and continuously improve your performance.

In this guide, we’ve covered the key elements of a 30-60-90 day sales plan, common mistakes to avoid, and how to create your own plan. We’ve also provided a simple template to get you started. Remember, the most effective 30-60-90 day sales plan is one that is tailored to you, your role, and your company. So, take the time to create a plan that reflects your goals, aligns with your team’s objectives, and sets you up for success.

Now, it’s over to you. Start creating your own sales plan today, and set yourself on the path to sales success. ROM can help you achieve new sales heights with our powerful quote automation and sales tracking software. Learn more about how ROM can help.

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