30-60-90-Day Sales Plan: Your blueprint for success in sales

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

Starting a new sales role can be challenging, but a 30-day 60-day 90-day sales plan provides a structured roadmap that helps sales professionals set measurable goals, create momentum, and establish a strong foundation in their role. This plan serves as a critical tool that guides new hires or team members that are transitioning to new responsibilities have clear performance metrics to guide their first three months. By establishing key performance indicators (KPIs) and tracking sales metrics, the 30-60-90 day plan for sales facilitates quicker integration into the company and drives results.

Definition of a 30-60-90 day sales plan

A 30-60-90 day sales plan is a strategic framework divided into three phases that outline specific objectives for new hires or employees transitioning to new roles. The plan focuses on achieving measurable outcomes that align with the organization’s sales goals. The main purpose is to set clear expectations, accelerate learning, and ensure that sales professionals are making tangible contributions to revenue generation from the outset.

Each phase builds on performance metrics:

The first 30 days (Days 1 – 30)

The focus during this period is primarily on learning and understanding the company’s products, sales processes, and customer needs. Sales reps should immerse themselves in training materials, product demos, and shadowing experienced colleagues to grasp the nuances of the sales approach and what makes the offerings unique.

The next 60 days (Days 31 – 60)

This phase shifts toward the application of knowledge through outreach efforts, building a sales pipeline, and initiating meaningful conversations with prospects. Sales professionals should set quantifiable targets for the number of calls made (e.g., 100 calls), meetings scheduled (e.g., 15 meetings), and opportunities identified (e.g., 10 new leads).

The final 30 days (Days 61 – 90)

The final phase emphasizes hitting sales targets, tracking conversion rates, and contributing to overall revenue. It’s essential to reflect on the results achieved and adjust strategies based on performance metrics such as closing 25% of leads.

Benefits of a 30-60-90 day sales plan

Implementing a structured 30-60-90 day sales plan offers several benefits that directly impact sales performance. Key advantages include:

Increased accountability:

By establishing clear metrics and objectives, new hires can easily track their progress and understand their responsibilities. For example, if a new sales rep is expected to close five deals by the end of 90 days, they can measure their performance against this goal to stay motivated and accountable.

Accelerated learning curve:

A well-defined plan allows new team members to quickly adapt to the company culture and processes. By focusing on critical sales metrics, they can prioritize learning activities that will have the most significant impact on their performance, such as completing product training modules with a pass rate of 90% or higher.

Early wins:

Establishing quick metrics, such as securing initial meetings or generating product interest, helps build confidence and motivates new sales reps to achieve longer-term goals. For instance, successfully scheduling three demo meetings in the first month can set a positive tone for the remainder of the plan.

When to use a 30-60-90 day sales plan

A 30-60-90 day sales plan is particularly useful when onboarding new sales hires. However, it’s also beneficial for existing employees stepping into new sales territories or leadership roles. In instances of product launches or market expansions, having a structured approach that emphasizes performance metrics helps ensure that teams are aligned and effectively working toward measurable outcomes.

How to create a 30-60-90 day sales plan

Creating an effective 30-60-90 day sales plan involves establishing specific, measurable goals that directly relate to sales performance. It’s essential to focus on metrics that track the effectiveness of activities undertaken in each phase. Key elements to include in your plan are:

Sales goals:

Clearly define revenue targets for each phase, tailored to both the individual’s capabilities and the overall objectives of the company. For instance, a new rep might aim to generate $5,000 in revenue within their first 90 days.

Key performance indicators (KPIs):

Identify measurable KPIs that provide insight into the effectiveness of sales activities. These may include metrics such as the number of calls made (e.g., targeting 50 calls per week), meetings scheduled (aiming for at least 10 meetings per month), proposals sent (setting a goal of five proposals per month), and conversions achieved (tracking a conversion rate of at least 20%).

Sales activities:

Specify actionable steps that will drive results, such as outreach strategies, follow-ups, and relationship-building initiatives. Detailing the types of outreach, such as cold calls versus email campaigns, can help clarify the approach needed in each phase.

What to include in a 30-60-90 day sales plan

A well-rounded 30-60-90 day sales plan should encompass:

Defined sales targets:

Include measurable outcomes for each phase to ensure alignment with overall company sales goals. This could involve revenue milestones (e.g., $5,000 in the first month, $10,000 in the second month) or customer acquisition targets (aiming for five new clients each month).

Customer engagement metrics:

Track initial outreach success by measuring response rates and engagement levels. For example, if the goal is to achieve a 30% response rate to outreach emails, this metric helps assess the effectiveness of different communication strategies.

Revenue milestones:

Set clear revenue targets to assess performance against sales forecasts. Monitoring these milestones allows for timely adjustments in strategy to ensure goals are met, such as increasing calls or changing the messaging based on conversion data.

Feedback mechanisms:

Incorporate processes for gathering insights on what strategies are working and which may need adjustment. Regular feedback sessions can provide valuable data for enhancing the sales approach, including analyzing conversion rates and adjusting outreach techniques.

30-60-90 day sales plan examples

30-60-90 day sales plan: new sales rep example

For a new sales representative, the focus should be on learning metrics, applying strategies, and generating revenue.

The first 30 days (Days 1 – 30)

Concentrate on product knowledge and understanding the sales process. During this phase, track metrics such as training completion rates (aiming for 100% completion), knowledge assessments (scoring at least 80% on tests), and initial customer feedback on product features (collecting at least 10 feedback responses). This foundational knowledge will equip the rep to engage prospects confidently.

The next 60 days (Days 31 – 60)

Begin outreach efforts with a specific goal of scheduling a set number of meetings each week (targeting five meetings). Measure success through metrics like the number of calls made (e.g., 100 calls), demo requests secured (aiming for 10 demos), and opportunities identified (goal of 10 new leads). This phase emphasizes proactive engagement and the establishment of a robust sales pipeline.

The final 30 days (Days 61 – 90)

Aim for revenue generation by closing deals. Track performance metrics such as conversion rates (targeting a minimum of 25% conversion), total sales revenue (aiming for $25,000), and customer satisfaction scores post-purchase (striving for at least 90% satisfaction). This is where the rep can assess their impact on the company’s bottom line and refine their approach based on results.

30-60-90 day sales plan: manager example

For a new sales manager, the 30-60-90 day plan should emphasize team performance metrics and strategic alignment.

The first 30 days (Days 1 – 30)

Evaluate team performance using KPIs such as win rates (aiming for 30% in the first month), average deal size (tracking an average of $10,000), and sales cycle length (targeting a reduction to 30 days). Establish baseline metrics for ongoing assessments and engage in one-on-one meetings with team members to understand their challenges and successes, setting the stage for future improvements.

The next 60 days (Days 31 – 60)

Implement strategies to enhance team performance by setting goals like increasing call volumes to 300 calls per month or improving conversion rates to 20%. This can involve training sessions or introducing new tools that streamline processes. Measure the impact of these initiatives through metrics like overall team productivity (tracking revenue increases of 15%) and revenue growth (aiming for a total of $100,000 in the next 60 days).

The final 30 days (Days 61 – 90)

Focus on optimizing processes based on performance data, aiming to enhance overall team productivity and revenue contributions. Regularly review team performance against set goals, targeting a team sales increase of 25% during this period, and make necessary adjustments to ensure alignment with company objectives.

30-60-90 day sales plan: new sales territory example

The plan should concentrate on market analysis and performance tracking when entering a new sales territory.

The first 30 days (Days 1 – 30)

Conduct thorough market research to identify key accounts and potential leads. Track metrics such as the number of accounts identified (aiming for 50 key accounts), insights gathered from competitive analysis (documenting 10 competitor strengths and weaknesses), and preliminary outreach attempts (targeting 20 initial contacts). This research is crucial for developing a targeted approach.

The next 60 days (Days 31 – 60)

Build relationships through initial outreach, measuring success by the number of appointments set (aiming for at least 15 appointments), customer responses (targeting a response rate of 25%), and feedback collected from prospects (collecting insights from 10 conversations). This phase is vital for establishing credibility and understanding customer needs.

The final 30 days (Days 61 – 90)

Focus on moving leads through the sales funnel with specific performance indicators including the number of deals closed (aiming for 5 new deals), revenue generated from the new territory (targeting $50,000), and customer satisfaction metrics (striving for an NPS score of 80 or higher). Adjust your approach based on what is working in the territory and refine strategies to enhance conversion rates.

What software to use to build a 30-60-90 day sales plan?

The right CRM software can elevate a 30-60-90 day sales plan from a simple list of tasks to a data-driven, strategic guide. By utilizing CRM tools, sales professionals can streamline data gathering, monitor key performance indicators, and adapt strategies based on real-time results. Here are some recommended options:

1. Maximizer

The top choice for sales professionals. Maximizer stands out for its customizable dashboards, robust reporting, and automation capabilities. It enables sales reps and managers alike to set precise, measurable goals, track lead interactions, and monitor progress against sales targets. This keeps each phase of your 30-60-90 day plan data-focused and aligned with company objectives.

2. Pipedrive

With its intuitive design and pipeline management, Pipedrive is particularly effective for sales reps who need visual insights into their progress through each stage. Its metrics-tracking and automated follow-ups ensure reps are always one step ahead in their planning.

3. Salesforce

Known for its extensive features, Salesforce offers advanced analytics and AI-driven recommendations, which can be especially beneficial in reviewing each phase of the 30-60-90 day cycle. While it requires more setup, its reporting tools are ideal for larger teams focused on high sales volumes.

How to follow up on a 30-60-90 day sales plan

Following up on your plan is essential for long-term success. To do this effectively:

• Schedule regular reviews: At the end of each 30-day segment, schedule a one-on-one meeting with a manager or team lead to review what’s working and what isn’t. During these meetings, use quantifiable results (such as a 10% increase in lead engagement or a 15% boost in call conversions) to showcase progress.

• Adjust metrics and strategies: Not all goals may align perfectly as new information comes in. Use data insights to refine approaches; for instance, if a particular outreach method yields 20% more responses, consider shifting resources to emphasize that channel.

• Continue documenting progress: Maintain a record of insights, challenges, and wins for the next stages, refining the approach based on learnings and using CRM data to guide the plan.

Mistakes to avoid when writing a 30-60-90 day sales plan

A solid 30-60-90 day sales plan requires thoughtful design and data-driven strategies. Common pitfalls to avoid:

• Setting unclear goals: Define SMART goals—Specific, Measurable, Achievable, Relevant, and Time-bound. For example, “Increase outreach emails by 20% in the first 30 days” is more actionable than “Improve outreach.”

• Neglecting to set KPIs: Without measurable indicators like a 15% increase in lead conversions or a 30% improvement in customer follow-up rates, tracking progress becomes difficult. Use CRM software to monitor these metrics, allowing for adjustments where necessary.

• Failing to incorporate feedback: Regularly communicate with managers or mentors to adjust plans based on feedback. This adaptability can significantly boost effectiveness.

Frequently asked questions: 30-60-90 day sales plan

What is the main goal of a 30-60-90 day sales plan?
The primary goal is to set up new sales professionals with clear, actionable goals that help them quickly become effective in their roles. Each phase builds upon the previous one, establishing a foundation for sustained success.

How do I choose metrics for my 30-60-90 day sales plan?
Start with metrics aligned with company objectives and specific to your role. Common metrics include call volume, lead conversions, or total revenue growth. CRMs like Maximizer provide detailed reporting to help track these KPIs.

How often should I review my 30-60-90 day plan?
Schedule a review at the end of each 30-day phase, using these checkpoints to adjust strategies as needed based on results.

Can I use a 30-60-90 day plan in a non-sales role?
Absolutely. The 30-60-90 day approach is versatile and can be adapted to various roles that benefit from structured goal-setting and phased milestones.