How to create a 30-60-90 day sales plan? [ With template ]

A 30-60-90 day sales plan is like finding the best route to success in your sales job, especially when you consider that 80% of all sales are made by just 20% of salespeople.

This statistic highlights the importance of solid strategy and being part of a top-performing group.

With the right plan, you can organize your first three months with clear steps and aim to hit your sales targets. This plan is great for anyone starting a new sales job, looking to improve, or preparing for a job interview.

We’re here to guide you on how to make a 30-60-90 day sales plan that works for you.

We’ll also cover the benefits, explain when it’s best to implement this plan, and guide you through building your own 30-60-90 day sales plan with the help of free templates and examples.

What is a 30-60-90 day sales plan?

A 30-60-90 day sales plan is a clear course of action for the first three months of your new sales job. By strategizing and setting goals, you can transition smoothly or stress-free into the new organization as a sales rep.

With this plan in action, you’ll be on the right track from the very first day. A well-thought 30-60-90 day 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 your first 30-60-90 days in the company.

It is your golden chance to get in the good books of your sales managers. Your enthusiasm toward your new role and self-learning attitude can help you earn your manager’s confidence and trust. 

Success is the sum of small efforts, repeated day in and day out. – Robert Collier 

Benefits of a 30-60-90 day sales plan 

Incorporating a 30-60-90 day sales plan offers numerous advantages for sales professionals and managers.

Below are the 6 reasons why a 30-60-90 day sales plan is important:

1. Efficient new rep onboarding

A 30-60-90 day sales plan is a foundational blueprint for onboarding and training processes.

This ensures new sales reps are systematically introduced to the company’s sales strategies, techniques, and critical accounts.

This structured approach accelerates the new hire’s ability to understand the target market and the company’s mission, enabling them to contribute effectively to the sales goals from an early stage.

2. Defined goals & metrics

By breaking the plan down into 30-day segments, sales professionals and managers can set clear, achievable goals.

This clarity helps measure success or progress, allowing for timely adjustments in sales strategies and efforts to ensure the sales targets are met or exceeded, thus enhancing sales performance across the board.

3. Enhanced sales strategy development

The 30-60-90 day plan for sales executives and managers facilitates a deeper understanding of the sales territory, including competition and critical clients.

This period of analysis and adjustment helps to develop refined sales strategies that align with the market needs and company goals, ensuring a more robust sales process or better sales results.

4. Fast track to new territory success

For sales managers entering new sales territories, the 30-60-90 day sales plan offers a systematic approach to understanding and conquering the market.

By setting specific objectives for learning, applying, or optimizing sales strategies, sales managers can achieve quicker success in new territories, establish key connections, and secure exciting key accounts more efficiently.

5. Better team cohesion

Implementing a 30-60-90 plan for managers ensures that all team members, including direct reports and other sales professionals, are aligned with the team’s goals and sales efforts.

Regular sales meetings to review progress against the plan foster open communication, ensuring everyone is on the same page and working cohesively towards common objectives.

6. Preparation for sales manager interviews

For individuals interviewing for sales manager positions, preparing a 30-60-90 day sales plan for the interview showcases strategic thinking, initiative, and a commitment to contributing to the company’s success from day one.

It signals to the hiring manager that the candidate is proactive about their sales role and possesses a solid strategy to make an immediate impact, distinguishing them from other candidates.

Integrating these benefits into a sales strategy makes the onboarding process more efficient and establishes a clear roadmap for sales professionals and managers to follow. This leads to enhanced sales performance, better team unity, and the successful achievement of sales goals.

Things to know before creating a 30-60-90 days sales plan

Entering a new sales territory is like migrating to a foreign country. A 30-60-90 day sales plan can be your GPS to move in the right direction and understand your target market.

It’s important to immerse yourself in the company’s culture, understand its products, and get to grips with the sales CRM.

Building strong relationships early on and understanding what the team and management expect from you will give you a competitive edge. All this effort lays the groundwork for success.

Before developing your 30-60-90 sales plan, here is what you must do.

1. Do your research

Before you start your 30-60-90-day sales plan, it’s crucial to understand your job.

This means knowing the sales targets you need to hit, how the company likes to sell its stuff (sales process), and what everyone expects you to achieve.

Think of this step as setting up your GPS in the vast world of sales.

By knowing your destination and the path, you can chart out a plan that gets you there smoothly, making sure every goal you set is something that moves you and the company forward.

Research is formalized curiosity. It is poking and prying with a purpose. – Zora Neale Hurston

2. Be realistic

Be realistic and honest while creating the 30-60-90 day sales plan. No one knows your limits or capabilities better than you. So only include things that you will be able to do. Do not write things only to impress the sales manager. You must do something you’ve written to satisfy your manager.

So, ponder over your strengths and weaknesses. Find out what you can do, align it with the management’s expectations as well as the goals of your sales team, and then create the sales plan. 

3. Stay focused

The journey will seem difficult initially, but if you stay focused, you can succeed. It would help if you did all it takes to prove that the company didn’t make any wrong decisions by hiring you. 

Starve your distractions. Feed your focus – Anonymous

Your journey won’t end when you only create the sales plan. You’ll also need to execute it successfully. For that, you need to stay focused throughout the 90-day plan. 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?

Creating a 30-60-90 day sales plan is a strategic step toward ensuring success in your sales role.

It’s about setting clear intentions and aligning your efforts with broader team objectives. The first 90-day plan is crucial.

And here is how you can do that.

1. Define goals during the first week of the job

Start by setting specific, achievable goals within your first week.

This could involve understanding the sales process, getting to know your sales team and manager, and beginning to familiarize yourself with your sales territory.

This one step – Choosing a goal and sticking to it – changes everything – Scott Reed

Your initial goals in the 30-60-90 day sales plan should include learning about the company’s products or services, the target market, and key accounts.

Establishing these foundational goals early sets the stage for a successful ramp-up period, ensuring you’re ready to hit the ground running.

2. Make sure your goals align with the team’s goals

It’s crucial that your objectives within the 30-60-90 day sales plan not only serve your personal growth but also contribute to the team’s broader sales targets.

Engage with your sales leadership and peers to understand the team’s goals and how your role fits into the broader sales strategy.

Unity is strength… When there is teamwork and collaboration, wonderful things can be achieved. – Mattie Stepanek

This alignment ensures that as you work towards your milestones, you actively support the team’s efforts towards achieving shared objectives, enhancing overall sales performance.

3. Be clear about your priorities

With numerous tasks and goals, clarity on your priorities is essential.

In the 30-60-90 day business plan, define which objectives are most critical in each phase—starting with onboarding or training processes, advancing to deeper engagement, and eventually focusing on closing deals or expanding your sales territory. For a broader business strategy, consider how an AI business plan generator can help outline initial objectives.

Prioritizing tasks will help you manage your time effectively, ensuring you’re focusing on activities that drive the most value for your role and the sales team.

Checklist for 30-60-90 day sales plan

Starting a new sales job means adapting to a new environment where what worked before might not work now.

Each company is unique, with its goals and ways of doing things. It’s essential to go slow at first, learn about the company, and build a strong foundation.

This approach is essential for creating a successful 30-60-90 day sales plan that guides you through learning, fitting in, and finally, excelling in your new role.

Below is the checklist for the 30-60-90 day sales plan that you can create:

1. Checklist for 30-day sales plan

The first month of any new job is crucial, as this is where you’ll get acquainted with the company and its processes. Here’s how you can get a head start on your job:

• Complete onboarding and training, study the company’s vision and mission, and visit its website and social media pages.
• Invest time in understanding the company’s history, work culture, strategic business plan, and successes.
• Study the market and ongoing sales trends.
• Analyze competitors and their strengths as well as weaknesses.
• Review written material like brochures, blogs, industry publications, and other content.
• Meet the product team to understand product features, functionality, value propositions, and development motives.
• Meet with the manager to understand sales priorities, goals, and current challenges.
• Familiarize yourself with the team’s sales methodologies and processes.
• Study the ideal customer persona and identify key decision-makers in target companies.
• Review case studies of satisfied customers to learn how the product helped them.
• Understand past customers and key accounts the sales team is currently working on.
• Schedule a meeting with top performers to learn their sales approaches.
• Shadow teammates and observe how they conduct sales calls.
• Listen to recorded sales calls by top performers to note rapport-building techniques and closing strategies.
• Learn the timeline and steps involved in converting a deal into sales.
• Take training on using the CRM and other tools used by the sales team.
• Analyze your new role and responsibilities, assess your current skills, and identify areas for learning.
• Spend time with the marketing and customer support teams to understand their functions.

2. Checklist for 60 days sales plan

In any company, the first month is spent learning and adapting to the surrounding environment. In the second month, the real challenges begin as you step into the field and start selling.

The second month should be planned carefully. The real battle starts when you receive your quota and need to strategize to achieve the sales quota. You must begin contributing to your sales team’s growth, sharing ideas, and improving the team’s processes.

During days 31-60, focus on building relationships with prospective buyers and connecting with other sales professionals. Explore your sales CRM and enter essential details.

Setting weekly personal goals during this period can help you stay on track. Teaming up with coworkers for mock calls can boost your confidence and prepare you for future sales challenges.

Below is the checklist for the second-month sales plan you can create:

• Have a mock call session with the team.
• Create milestones to add value to the company.
• Create a clear sales workflow map.
• Strategize outbound activities.
• Enter data into CRM and explore its features.
• Explore multiple sales channels to connect with prospects.
• Create sales email templates and save them in the CRM.
• 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, spending 10 minutes on each call.
• Create a cold calling script.
• Create a list of questions for lead qualification.
• Set time for qualifying leads.
• Prepare for discovery calls.
• Block time for setting appointments.
• Create a strategy for sales follow-ups.
• Prioritize activities for each day.

3. Checklist for 90 days sales plan

By the third month, you’ll be able to blend in with the new sales environment. The third month will be about putting what you learned in the first sixty days into action.

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, a lot must be done in the third month.

You’ll need to track and analyze your sales approach to identify areas for improvement and make real-time adjustments.

During this period, you’ll also need to demonstrate your value to the sales manager and team. This is your final chance to prove your capabilities and align with what you promised during the interview process. A strong game plan for the third month is essential.

Below is the checklist for the third-month sales plan you can create:

• Block time for nurturing activities.
• Create impactful presentations for sales meetings.
• Prepare discussion points for each slide of the presentation.
• Develop strategies to handle objections.
• Schedule follow-ups after presentations and address concerns.
• Create strategies for closing deals.
• Coordinate with prospects in the closing stage.
• Create sales reports and analyze performance.
• Refine processes to improve conversion rates.

30-60-90 day sales plan template free

Knowing what to follow when creating a 30-60-90 day sales plan is one thing, but assembling tasks and executing them effectively is another. To help, we’ve created a comprehensive 30-60-90 day sales plan template so you can manage all your tasks in one place.

Click on the link below to access the free template and achieve your sales goals:

Download the 30-60-90 day sales plan template

30-60-90 day sales plan examples

Creating a 30-60-90 day sales plan helps both new and experienced salespeople establish clear goals for their first three months. Here are some examples:

30-60-90 day plan: New sales rep

This plan serves as a roadmap for new sales reps, offering a structured approach to mastering their role and demonstrating their preparedness during interviews.

Phase 1 (Days 1–30): Understand

• Complete onboarding and training to understand sales strategies and processes.
• Learn about the company’s mission, sales goals, and key players.
• Get familiar with the company’s products/services, target market, and certifications.
• Research key accounts and analyze the competitive landscape.

Phase 2 (Days 31–60): Implement

• Shadow experienced team members during sales interactions.
• Practice sales pitches and calls with managers and peers.
• Engage with potential clients to build experience.
• Track all sales activities and set initial sales targets.
• Create a list of prospects and begin outreach efforts.

Phase 3 (Days 61–90): Optimize

• Evaluate sales performance to identify strengths and areas for improvement.
• Set sales goals for the next month, refining strategies for better results.
• Adopt new methods for underperforming areas while enhancing successful practices.
• Establish a daily routine and plan regular reviews with sales leadership.

30-60-90 day plan: Sales manager example

This plan emphasizes team building, process optimization, and leadership to improve overall sales performance.

Phase 1 (Days 1–30): Understand

• Complete onboarding and familiarize yourself with sales leadership tools and processes.
• Meet team members to understand their strengths, challenges, and goals.
• Assess the current sales process to identify inefficiencies.
• Research competitors and gather team feedback to improve strategies.

Phase 2 (Days 31–60): Implement

• Introduce changes based on assessments and feedback.
• Identify skill gaps and consider training enhancements or tool integrations.
• Develop data-driven strategies to improve team performance.
• Implement at least one improvement based on team feedback.

Phase 3 (Days 61–90): Optimize

• Gather feedback on recent changes and assess their impact.
• Establish routines to enhance team productivity.
• Hold regular meetings to discuss progress and future strategies.
• Adjust approaches based on feedback to meet long-term goals.

These examples provide a structured approach for both sales reps and managers to succeed in their roles, building a strong foundation in the competitive sales landscape.

Mistakes to avoid while creating a 30-60-90 day sales plan

Avoid common pitfalls such as unrealistic goals, lack of alignment with team objectives, and insufficient research when creating your plan. A well-researched and practical approach ensures success in your new role.

A 30-60-90 day sales plan gives you a clear direction in your new job. It outlines what you’ll be doing in the first three months.

You’ll be able to reach your destination when you have a clear map. 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 clearly define what needs to be done in the first three months. Be specific when creating the plan—include dates, numbers, or any relevant details.

In fact, only 60% of sales reps meet their quota. This statistic highlights the importance of having a clear and measurable plan.

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 sales quota. 

Mistake 2 – Not getting feedback

Feedback is crucial for refining your 30-60-90-day sales plan. It helps you determine whether you are on the right path or need to change your approach.

Once you create your sales plan, share it with your manager and experienced team members.

They might advise you to add more points or edit the existing ones. Make sure you approach your manager or top performers for valuable feedback.

Mistake 3 – Not being flexible

When you enter a new environment, you may not have all the information. You observe, research, and try to create a plan.

As you start executing your plan, you might discover that some things aren’t as you assumed.

Adjust your schedule as needed. Don’t get discouraged; instead, stay flexible and make changes promptly to achieve your goals.

Best practices: Use software to create and track a 30-60-90 day plan

Using CRM software significantly streamlines the creation and tracking of 30-60-90 day sales plans.

This technology integrates sales reporting and analytics into one platform, enhancing goal setting and success measurement.

Essential CRM features

• Dashboards: Visualize performance metrics to pinpoint successes and areas needing improvement. Sharing dashboards keeps sales teams and leadership aligned.
• Custom Goals: CRMs enable personalized goal setting linked to specific deals or tasks, ensuring sales reps have clear objectives.
• Performance Tracking: Monitor team achievements and identify when additional support, such as training or coaching, is necessary.
• Forecasting: Helps in setting realistic milestones with revenue projections, guiding focus towards achieving sales targets.
• Insightful Reports: Tailored reports on KPIs and account performances provide clarity on team and individual progress, facilitating strategy adjustments.

Adopting CRM for your 30-60-90 day plan not only simplifies its development but also enhances the ability to monitor and adapt sales strategies, ensuring continuous improvement in meeting sales goals.

Wrapping up

A 30-60-90 day sales plan is your roadmap for success in a new sales role.

By setting clear goals, seeking feedback, and staying adaptable, you lay down a solid foundation for your journey.

Remember, the key to a great plan is not just in the planning but in the execution and ongoing adjustments.

Stick to this approach, and you’ll confidently navigate your first three months, setting yourself up for success in the competitive sales world.

Keep it specific, open to input, and flexible – and watch as your sales plan turns into sales success.