80% of all sales are made by 20% of salespeople. The winners sell to prospects that losers gave up on.
You surely would want to prove your sales manager or seniors in the new company that you are amongst the 20% who have the potential to win.
Entering a new workplace is like free-falling out of an airplane. The experience can be deadly if you do not know what you are doing.
You need to gain control over your sales game and shine immediately to make an impact on the sales manager as well as the team.
So how do you start with a bang and display your capabilities from the moment you arrive?
Well, creating a 30-60-90 day sales plan can help you get noticed and make your mark in sales.
A structured plan from the on-start will paint a positive picture that you have a sense of direction and you know where you are headed.
“Your talent determines what you can do. Your motivation determines how much you are willing to do. Your attitude determines how well you do it. – Lou Holtz
What is a 30-60-90 Day Sales Plan
Simply put, a 30-60-90 day plan is a clear course of action for the first three months of your new job. By strategizing and setting goals you can make the transition into the new organization as a sales rep smooth and stress-free.
You’ll be on the right track from the very first day. A well-thought 30-60-90 days sales plan helps you get off the ground and make a good first impression.
Besides, your sales manager will be able to see how you are planning to move ahead in the organization and adapt to the new role. It gives your manager an idea of how your first 30,60 and 90 days look like in the company. It is your golden chance to get in the good books of your sales manager. Your enthusiasm towards your new role and self-learning attitude can help in earning your manager’s confidence and trust.
Success is the sum of small efforts, repeated day in and day out. – Robert Collier
Things to do while creating a plan
Entering a new job is like migrating to a foreign county. A 30-60-90 day sales plan can be your GPS to move in the right direction. However, you need to put in sincere efforts in creating this sales plan. Invest time in learning about the company, its products, various operations, and the CRM they use for sales. Well, if it’s Salesmate CRM (15-days free trial) then your work is going to get easier.
You need to understand what the management expects from the sales team. Find out the teams’ objectives and action plans to achieve the company’s revenue goals.
Oh! there is a lot of work. However, there is no success without hard work.
Here are the things you need to do before you commence developing your 30-60-90 days sales plan.
Do your research
Most people often take the beginning for granted and suffer later. They relax, thinking its just the beginning, but suddenly when everything piles up it becomes difficult to handle. So, stay on your toes and be prepared from the beginning.
Be curious and try to gather maximum information about the company and the industry. In fact, the research should commence before you join the company and should continue as you grow.
Research is formalized curiosity. It is poking and prying with a purpose. – Zora Neale Hurston
Be realistic and honest while creating the 30-60-90 days sales plan. No one knows your limits and capabilities better than you. So only include things that you will be able to do. Do not write things only to impress the manager. If you fail to do things you’ve written, you might end up disappointing your manager.
Be real. Try to do what you say, say what you mean, and be what you seem. – Marian Wright Edelman
So ponder over your strengths and weaknesses. Find out what all are you capable of doing, align it with the management’s expectations as well as your team’s goals, and then create the sales plan.
The journey will seem a little difficult initially but only if you stay focused, you can succeed. You need to do all that it takes to prove that the company didn’t take any wrong decision by hiring you.
Starve your distractions. Feed your focus – Anonymous
Your journey wouldn’t end by only creating the sales plan. You’ll have to even execute it successfully. For that, you need to be focused throughout the 90 days. Your management should be able to see that you are capable of self-management and achieving goals.
How to create a 30-60-90-day sales plan
You showed the best side of you during the interview and gained the entry ticket. Now it’s time to demonstrate your skills and get the star performer tag. The first three months are crucial. You need to stand out and add value to the team, The key way to lay the groundwork for a successful run in your new job is by creating a proper 30-60-90 day plan.
Here is how you can do that.
Define goals during the first week of job
Without a clear destination, you’ll wander aimlessly in the wilderness. You need to have proper performance goals to stay on targets. Yes, your manager will develop goals for you to accomplish during your first three months of your new job.
However, you should have your own goals while preparing the 30-60-90 day sales plan.
This one step- Choosing a goal and sticking to it – changes everything – Scott Reed
What do you want to achieve in the next three months? Based on the goal you will be able to create a concrete actionable plan. So, have a clearly defined goal.
Well, do not set lofty goals and then forget about it. Be honest while setting a benchmark for yourself. Make sure your goals are realistic and measurable. Be passionate about the goals you set. Your goals and level of determination to achieve it will decide your fate in the company. So be extra careful while creating goals.
Make sure your goals align with the new team’s goals
You aren’t a sole player in the new organization. You need to collaborate and work with the team. So, find out their goals. Understand the purpose behind their goals.
Unity is strength… When there is teamwork and collaboration, wonderful things can be achieved. – Mattie Stepanek
Being a new member of the team you need to know what is your team aiming at and why are they doing so. Speak to the manager as well as the team. Try to establish and solidify your relationship with the team. Be on the same page with your team, align your goals to their goals.
Be clear about your priorities
Once you gain a thorough understanding of your team’s goals and the purpose behind it, you will be able to set your personal priorities. Be very clear with all the major tasks that are important for reaching the goals. Know your priorities and make sure they are in sync with the team’s goals as you need to walk ahead with them as one unified team.
Checklist for first 30 days sales plan
You might have great experience in sales but the strategies that helped you achieve your sales quota in the previous company might not be that effective in the new one. Each organization functions differently. They have different visions and missions. So, do not directly jump to selling or start making suggestions about the team’s process. Have patience and take baby steps.
First, learn and observe. Understanding your company’s vision as well as your team’s strengths will help you in producing high-quality work. The foundation needs to be strong or the building might collapse. Similarly, your base should be strong.
Spend the first three weeks learning everything about the company and the product. Observe how your team members play the game of sales. What tactics and strategies do they use to accomplish their goals?
However, do not be confined to your team and make it your comfort zone. Even focus on establishing relationships outside the team. Like in chess, pawn, rook, bishop, knight, everyone plays a vital role in winning the game. Similarly, other teams like marketing and customer support can help you win the game of sales. So, you need to maintain healthy relationships with them. Coordination with the manager is also pivotal to understand the expectations s/he has from you.
Below is the checklist for the first 30 days sales plan that you can create.
The first 30-day sales plan checklist
- Study the company as well as its vision and mission. Go through its website and social media pages.
- Invest time in understanding the company’s history, work culture, strategic business plan, and success.
- Study the market and ongoing sales trends.
- Analyze the competitors and their strengths as well as weaknesses.
- Go through all the written material available like brochures, blogs, industry publications, and any other content.
- Meet the product team and understand every point regarding the product (why was the product developed, sole motive, features as well as functionality, value, and propositions, etc).
- Have a one-to-one meeting with the manager to understand the sale priorities, goals, and current issues.
- Get familiarized with the sales methodologies and sales process followed by the team.
- Study the ideal customer (Find out how the best fit company looks like and who should be targeted in the prospect’s company, i.e. decision maker)
- Study the case studies of satisfied customers and find out how the product helped the customer.
- Get familiarized with the past customers and the accounts the sales teams are currently working on.
- Schedule a meeting with the top performer and understand how they are approaching sales.
- Shadow your teammates and listen to how they conduct sales calls.
- Listen to the sales calls recorded by the top performer and make a note of phrases, rapport-building techniques as well as closing strategies used by them.
- Learn how much time does it take to convert a deal into sales and which steps are involved.
- Take training on using CRM and other tools used by the sales team.
- Analyze the new role and responsibilities as well as your current skills and find out what more new things you’ll need to learn.
- Spend time with the marketing and customer support team to understand how they function.
Checklist for 60 days sales plan
In any company, the first month goes into learning and adapting to the surrounding environments. The second month is where you face the real challenges when you get on the field and start selling.
So the second month should be planned carefully. Here the real battle starts when you get the quota and need to strategize to achieve the sales quota. From the second month, you must start contributing to your sales team’s growth. Voice your thoughts and give ideas to improve the team’s processes
During the 31- 60 day period, you need to connect and develop relationships with your prospective buyers. In the second month, explore your sales CRM and start entering details in it. Developing weekly personal goals during this period can help you stay on track. Even teaming up with coworkers for mock calls can help in boosting your confidence and prepare you for sales challenges that lie ahead.
Below is the checklist for the second-month sales plan that you can create.
Checklist for 60 days sales plan
- Have a mock call session with the team.
- Create milestones that must be achieved for creating value for the company.
- Create a clear sales workflow map.
- Strategize outbound activities.
- Enter data into CRM and explore its various features.
- Explore various sales channels for connecting with prospects.
- Create sales email templates and save them in the CRM at the same time.
- Collect sales leads and plan them for the week.
- Evaluate leads against the buyer persona.
- Prepare for prospecting calls.
- Research and collect information about potential prospects.
- Make at least 40 calls per day. (spend 10 minutes on each call)
- Create a cold calling script.
- Create a list of questions for lead qualification.
- Set time for qualifying the leads.
- Prepare for discovery calls.
- Block time for setting appointments.
- Create a strategy for sales follow-up.
- Create sales follow-up templates.
- Prioritize activities for each day.
Checklist for 90 days sales plan
By the third month, you’ll be able to blend in the new sales environment. The third month will be all about putting in action what you learned in the first sixty days.
During the 61-90 days you’ll have to speed up the process and start closing deals to achieve your sales quota. From tweaking strategies to nurturing relationships, there is a lot that needs to be done in the third month. You’ll have to track and analyze your sales approach to see what’s not working and make amendments in real-time.
During the 61-90 day period, you’ll have to make your sales manager and the team realize that you are valuable. It is the last chance to prove everything you had claimed during the interview. So make a strong game plan for the third month.
Below is the checklist for the third-month sales plan that you can create.
Checklist for 90 days sales plan
- Block time for nurturing activities.
- Create impactful presentations for the sales meetings.
- Prepare for the presentations. Make points to discuss for each slide of the presentation.
- Create strategies to handle objections.
- Set the time for following up after the presentation and address concerns.
- Create strategies for closing the deals.
- Block time for coordinating with prospects who are in the closing stage.
- Create sales reports and analyze sales performance.
- Tweak the strategies for improving the conversion rate.
Mistakes to avoid while creating 30-60-90 Day Sales Plan
A 30-60-90 Day Sales Plan gives you a clear direction in the new job. It shows you what you’ll be doing in the first three months. When you have a clear map you won’t face much difficulty in reaching your destination. So the 30-60-90 day sales plan should be tactfully developed.
Here are the mistakes you must avoid while making the 30-60-90 day sales plan.
Mistake 1 – Having a vague plan
An ambiguous plan is like a foggy morning that can mislead you. Your sales plan should tell you what exactly needs to be done in the first three months. Be specific while writing the plan. Include date, number, or anything that’s required. For instance, “I will make 40 calls in a day”. With just one glance you should know what needs to be done. This way you will save time and do what’s essential for meeting the sale quota.
Mistake 2 – Not getting feedback
Through feedback, you can determine whether you are or the right path or your need to change your approach. So once you create your entire sales plan, share it with your manager and experienced members of the team. They might give you some advice to add some more points or edit the existing ones. So make sure you approach your manager or top performers of the team for some valuable feedback.
Mistake 3 – Not being flexible
When you enter a new place, you don’t know much. You observe, research, and try to create a plan. When you start executing your plan you might find out that some of the things aren’t the way you assumed it to be. You might have to adjust the plan. Don’t get discouraged, instead be flexible and make the change immediately to reach your goals.
The first few months in a new company might be challenging. However, with little hard work and unwavering determination, you can get past the challenges and create a positive image in your new company.
All you need is a solid plan and the right tools to manage your sales. So invest time in research, be focused, and create a proper 30-60-90 day sales plan. You need to know what you are going to do in the next three months.
Don’t hesitate in taking feedback or giving suggestions. If you have something in mind, speak about it. If you come across some useful tools that can help the entire team in managing their sales then speak about it to your manager.
For instance, Salesmate is a great CRM designed for sales teams of various sizes. It helps in streamlining the sales process, automating some of the time-consuming tasks, and managing deals. If your company isn’t using this high-end tool then you can surely suggest this tool to your manager after exploring the benefits it will provide to you and your sales team.
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