What Is a 30-60-90-Day Sales Plan and How to Use It (Free Template Download)

How to Write a 30-60-90 Day Sales Plan (With Template and Examples)

If you are looking for a way to impress your potential employer or boost your performance in your new sales role, you might want to consider creating a 30-60-90 day sales plan.

A 30-60-90 day sales plan is a document that outlines the goals and actions for a new salesperson or sales manager in their first three months on the job. It shows that you have done your homework, that you have a clear vision of what success looks like, and that you are committed to achieving it.

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In this article, we will explain what a 30-60-90 day sales plan is, why you need one, what to include in it, and how to write it. We will also provide you with a free downloadable template and some examples of 30-60-90 day sales plans for different scenarios.

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

A 30-60-90 day sales plan is a document that outlines the goals and actions for a new salesperson or sales manager in their first three months on the job. It is divided into three sections: the first 30 days, the next 60 days, and the last 90 days. Each section has a specific focus, priorities, sales goals, and a plan for measuring success.

A 30-60-90 day sales plan is usually created during the hiring process, as part of the interview or the final presentation. It can also be created after getting hired, as a way to set expectations and communicate your plan to your manager and team.

Why Do You Need a 30-60-90 Day Sales Plan?

A 30-60-90 day sales plan has many benefits for both you and your employer. Here are some of them:

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• It helps you to establish credibility, confidence, and accountability. By showing that you have a clear and realistic plan for your first three months, you demonstrate that you are prepared, professional, and proactive. You also show that you understand the challenges and opportunities of the role, and that you are ready to take responsibility for your results.

• It helps you to track progress, challenges, and wins. By setting specific and measurable goals for each 30-day period, you can easily monitor your performance and identify what is working and what is not. You can also celebrate your achievements and learn from your mistakes.

• It helps you to align with team goals, measure success, and identify areas for improvement. By sharing your plan with your manager and team, you can ensure that you are on the same page about the expectations and the strategy. You can also get feedback and support from them, as well as adjust your plan as needed based on changing circumstances.

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

A 30-60-90 day sales plan should include the following elements:

• A specific focus for each 30-day period. For example, the first 30 days could be focused on learning the product, the market, and the customers; the next 60 days could be focused on implementing the sales process, generating leads, and closing deals; and the last 90 days could be focused on improving the sales skills, building relationships, and increasing revenue.

• Priorities for each 30-day period. For example, the first 30 days could prioritize product training, market research, and customer discovery; the next 60 days could prioritize prospecting, qualifying, and negotiating; and the last 90 days could prioritize upselling, cross-selling, and referrals.

• Sales goals for each 30-day period. For example, the first 30 days could have goals such as completing the product certification, identifying 50 potential customers, and making 10 sales calls per day; the next 60 days could have goals such as generating 100 qualified leads, closing 20 deals, and achieving a certain conversion rate; and the last 90 days could have goals such as increasing the average deal size, exceeding the quota by a certain percentage, and achieving a certain customer satisfaction score.

• A plan for measuring success for each 30-day period. For example, the first 30 days could have metrics such as product knowledge test scores, number of contacts added to CRM, and number of sales calls made; the next 60 days could have metrics such as number of leads generated, number of deals closed, and conversion rate; and the last 90 days could have metrics such as average deal size, quota attainment, and customer satisfaction score.

• A plan that is aligned with the company mission and the sales strategy. For example, the 30-60-90 day sales plan should reflect the company values, vision, and goals, as well as the sales methodology, process, and tools that are used by the sales team.

How to Write a 30-60-90 Day Sales Plan?

Writing a 30-60-90 day sales plan can be a challenging task, but it can also be a rewarding one. Here are some steps that can help you to create a successful 30-60-90 day sales plan:

Create an outline

The first step is to create an outline of your 30-60-90 day sales plan. You can use the elements mentioned above as a guide, or you can use a template that already has the structure and format ready for you. You can also look at some examples of 30-60-90 day sales plans for inspiration and ideas.

The outline should help you to sort your ideas based on each 30-day increment: learning, implementing, and improving. You should also consider the following questions when creating your outline:

• What is your overall objective for the first three months?

• What are the expectations and requirements of your role?

• What are the challenges and opportunities that you face?

• What are the resources and support that you have or need?

• How will you communicate and collaborate with your manager and team?

Define your goals

The next step is to define your goals for each 30-day period. Your goals should be SMART: specific, measurable, achievable, relevant, and time-bound. They should also support your overall objective and align with the company and team goals.

Some examples of SMART goals for a 30-60-90 day sales plan are:

• By the end of the first 30 days, I will complete the product certification, identify 50 potential customers in my territory, and make 10 sales calls per day.

• By the end of the next 60 days, I will generate 100 qualified leads, close 20 deals with a total value of $100,000, and achieve a conversion rate of 20%.

• By the end of the last 90 days, I will increase the average deal size by 10%, exceed the quota by 15%, and achieve a customer satisfaction score of 90%.

Plan your actions

The final step is to plan your actions and tasks that you will take to achieve your goals for each 30-day period. Your actions should be specific, realistic, and actionable. They should also include deadlines, milestones, and deliverables.

Some examples of actions for a 30-60-90 day sales plan are:

• In the first 30 days, I will attend the product training sessions every week, conduct market research using online tools and reports, and create a list of contacts in CRM based on criteria such as industry, size, and location.

• In the next 60 days, I will prospect for leads using email campaigns, social media, and referrals, qualify them using BANT criteria, and negotiate and close them using the SPIN selling technique.

• In the last 90 days, I will upsell and cross-sell to existing customers using value propositions, exceed the quota by asking for referrals and testimonials, and achieve a customer satisfaction score of 90% by following up and providing excellent service.

Review and refine your plan

The last step is to review your plan regularly and make adjustments as needed based on feedback, results, and changing circumstances. You should also communicate your plan to your manager and team, and seek their input and support. You should also document your progress, challenges, and wins, and celebrate your achievements.

Free 30-60-90 Day Sales Plan Template Download

If you want to create your own 30-60-90 day sales plan, you can use this free downloadable template that has the structure and format ready for you. You just need to fill in the blanks with your own information and goals. You can also customize it according to your preferences and needs.

Examples of 30-60-90 Day Sales Plans

To give you some ideas of how a 30-60-90 day sales plan can look like, here are some examples for different scenarios:

Example for a new sales rep

This is an example of a 30-60-90 day sales plan for a new sales rep who wants to learn the product, the market, and the customers, as well as to generate leads, close deals, and build relationships.

Time Period

Focus

Priorities

Goals

Actions

Metrics

First 30 days

Learning

Product trainingMarket researchCustomer discovery

Complete the product certificationIdentify 50 potential customers in my territoryMake 10 sales calls per day

Attend the product training sessions every weekConduct market research using online tools and reportsCreate a list of contacts in CRM based on criteria such as industry, size, and location

Product knowledge test scoresNumber of contacts added to CRMNumber of sales calls made

Next 60 days

Implementing

ProspectingQualifyingNegotiating and closing

Generate 100 qualified leadsClose 20 deals with a total value of $100,000Achieve a conversion rate of 20%

Prospect for leads using email campaigns, social media, and referralsQualify them using BANT criteriaNegotiate and close them using the SPIN selling technique

Number of leads generatedNumber of deals closedConversion rate

Last 90 days

Improving

Upselling and cross-sellingExceeding the quotaAchieving customer satisfaction

Increase the average deal size by 10%Exceed the quota by 15%Achieve a customer satisfaction score of 90%

Upsell and cross-sell to existing customers using value propositionsExceed the quota by asking for referrals and testimonialsAchieve a customer satisfaction score of 90% by following up and providing excellent service

Average deal sizeQuota attainmentCustomer satisfaction score

Example for a new sales manager

This is an example of a 30-60-90 day sales plan for a new sales manager who wants to learn the team, the processes, and the metrics, as well as to coach, motivate, and empower the sales reps.

Time Period

Focus

Priorities

Goals

Actions

Metric s

First 30 days

Learning

Team assessmentProcess reviewMetric analysis

Meet and get to know each sales repUnderstand the current sales process and toolsAnalyze the key sales metrics and performance indicators

Conduct one-on-one meetings with each sales repObserve and document the sales process and toolsCollect and review the sales data and reports

Number of meetings conductedNumber of observations and documents completedNumber of data and reports analyzed

Next 60 days

Implementing

CoachingMotivatingEmpowering

Provide feedback and guidance to each sales repRecognize and reward the achievements and efforts of the sales teamDelegate responsibilities and authority to the sales reps

Create a coaching plan for each sales rep based on their strengths and areas for improvementCreate a recognition and reward system for the sales team based on their goals and resultsCreate a delegation plan for the sales reps based on their skills and potential

Number of coaching sessions deliveredNumber of recognition and reward actions takenNumber of delegation tasks assigned

Last 90 days

Improving

Process improvementMetric improvementTeam development

Identify and implement best practices and solutions to improve the sales process and toolsIdentify and implement strategies and tactics to improve the sales metrics and performance indicatorsIdentify and implement opportunities and activities to develop the sales team skills and culture

Evaluate the current sales process and tools and suggest improvements based on feedback and dataEvaluate the current sales metrics and performance indicators and suggest improvements based on benchmarks and goalsEvaluate the current sales team skills and culture and suggest improvements based on needs and values

Number of improvements suggested and implementedNumber of improvements suggested and implementedNumber of improvements suggested and implemented

Example for a new sales territory

This is an example of a 30-60-90 day sales plan for a new sales territory that requires research, analysis, segmentation, targeting, and outreach.

Time Period

Focus

Priorities

Goals

Actions

Metric s

First 30 days

Researching

Territory analysisMarket segmentationCustomer profiling

Conduct a SWOT analysis of the new territorySegment the market based on criteria such as size, industry, and locationCreate customer personas based on criteria such as needs, pain points, and goals

Use online tools and reports to gather data and insights about the new territoryUse CRM and other sources to identify and categorize potential customers in the marketUse surveys and interviews to understand and document the customer characteristics and behaviors

Number of data and insights gatheredNumber of potential customers identified and categorizedNumber of customer personas created

Next 60 days

Targeting

Value propositionLead generationLead qualification

Create a value proposition that highlights the benefits and solutions of the product or service for the target marketGenerate 100 leads using various channels such as email, social media, and eventsQualify 50 leads using criteria such as budget, authority, need, and timeline

Use the customer personas and the product or service features to craft a compelling value propositionUse email templates, social media posts, and event invitations to attract and engage potential customersUse CRM and other tools to score and rank the leads based on their fit and interest

Number of value propositions createdNumber of leads generatedNumber of leads qualified

Last 90 days

Outreaching

Sales pitchSales presentationSales follow-up

Create a sales pitch that addresses the pain points and goals of the target marketCreate a sales presentation that showcases the product or service features and benefits for the target marketCreate a sales follow-up plan that nurtures and converts the leads into customers

Use the value proposition and the customer personas to craft a persuasive sales pitchUse PowerPoint or other tools to create a professional and engaging sales presentationUse email, phone, or other channels to follow up with the leads regularly and provide value-added information

Number of sales pitches createdNumber of sales presentations deliveredNumber of sales follow-ups made

Conclusion

A 30-60-90 day sales plan is a powerful tool that can help you to impress your potential employer or boost your performance in your new sales role. It can help you to establish credibility, confidence, and accountability, as well as to track progress, challenges, and wins. It can also help you to align with team goals, measure success, and identify areas for improvement.

To write a successful 30-60-90 day sales plan, you need to include a specific focus, priorities, sales goals, and a plan for measuring success for each 30-day period. You also need to align your plan with the company mission and the sales strategy. You can use the steps, template, and examples provided in this article as a guide to create your own 30-60-90 day sales plan.

We hope you found this article helpful and informative. If you have any questions or comments, please feel free to share them below.

FAQs

Here are some common questions that readers might have about writing a 30-60-90 day sales plan:

• What is the difference between a 30-60-90 day sales plan and a business plan?A 30-60-90 day sales plan is a document that outlines the goals and actions for a new salesperson or sales manager in their first three months on the job. A business plan is a document that outlines the goals and strategies for a new or existing business venture.

• How long should a 30-60-90 day sales plan be?A 30-60-90 day sales plan should be concise and clear, but also detailed enough to show your understanding of the role and the market. The length may vary depending on the complexity of the role and the industry, but generally it should be between one to three pages.

How often should I update my 30-60-90 day sales plan?You should update your 30-60-90 day sales plan regularly, at least once every 30 days. You should also review your plan with your manager and team, and seek their feedback and support. You should also document your progress, challenges, and wins, and make adjustments as needed based on feedback, results, and changing circumstances.What are some tips or best practices for writing a 30-60-90 day sales plan?Some tips or best practices for writing a 30-60-90 day sales plan are:

• Do your research. Before writing your plan, make sure you have a good understanding of the company, the product or service, the market, and the customers. You can use online tools, reports, surveys, interviews, and other sources to gather data and insights.

• Be realistic and specific. When setting your goals and actions, make sure they are SMART: specific, measurable, achievable, relevant, and time-bound. Avoid vague or unrealistic statements that are hard to measure or achieve.

• Be flexible and adaptable. Your plan is not set in stone, and you may need to make changes as you go along. Be open to feedback and suggestions from your manager and team, and be ready to adjust your plan based on results and circumstances.

• Be creative and innovative. Your plan should show that you have a unique and valuable perspective on the role and the market. You can use your skills, experience, and knowledge to come up with new ideas and solutions that can help you stand out from the crowd.

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