A 30-60-90 day sales plan is a roadmap that outlines your sales strategy for the first three months on the job. It’s usually divided into three sections: one for the first 30 days, another for the next 30 days (making it 60), and the last section for the final 30 days (bringing it to 90).
The 30-Day Phase
In the first 30 days, your focus is generally on learning. This phase is about understanding the company culture, the product or service you’re selling, and the general sales process. It’s also a good time to get familiar with the CRM software you’ll be using, like Bigly Sales. Tasks may include:
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Learning about product features and benefits
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Going through company training and onboarding
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Understanding the target market and customer personas
The 60-Day Phase
Days 31 to 60 transition from learning to doing. You might start handling smaller accounts, engaging in low-level selling activities, or helping with customer support. You’ll probably also refine the sales strategies that you’ll be using in the 90-day phase. Activities may involve:
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Participating in initial sales calls
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Building relationships with clients
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Familiarizing yourself with the sales funnel and metrics
The 90-Day Phase
By the time you reach day 61 to 90, you should be fully engaged in your role. You’re executing the strategies you’ve been developing, closing deals, and perhaps even spearheading new initiatives. Now you’re:
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Closing sales
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Offering insights into process improvements
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Generating substantial revenue for the company
Benefits of a 30-60-90 Day Sales Plan
Sets Clear Milestones
By having a plan broken down into time-bound phases, you establish clear milestones that guide your work and help you evaluate your progress.
Reduces Overwhelm
Starting a new sales job can be overwhelming. A 30-60-90 day plan helps break down tasks and responsibilities into manageable chunks.
Proves Your Value
When you come into a new role with a solid plan, it shows your potential employer or current employer that you’re not just thinking about the job, but you’re thinking about excelling in it.
Keeps Everyone on the Same Page
A clear plan provides a framework that ensures both you and your managers are aligned on expectations and outcomes.
Real-World Examples
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Jake, the SaaS Sales Rep: Jake joined a tech company selling cloud storage solutions. In his first 30 days, he mastered the product knowledge and got certified. By the 60-day mark, Jake was taking on inbound leads and assisting in live demos. By day 90, Jake closed his first major deal, making $50,000 in revenue for the company.
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Emily, the Medical Device Salesperson: Emily had to go through rigorous training in her first 30 days, given the complex nature of medical devices. By day 60, she was co-leading presentations with her manager. At the end of 90 days, she had contributed to signing a hospital network as a new client.
When Can You Use a 30-60-90 Day Sales Plan?
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New Job Onboarding: This is perhaps the most common scenario. If you’re stepping into a sales role, the 30-60-90 day plan helps you hit the ground running.
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Sales Team Ramp-Up: If you’re a sales manager and you have a new team or significant changes in the team structure, you can use this plan to get everyone aligned.
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Product Launch: When your company is introducing a new product or service, a 30-60-90 day plan can guide the sales team on how to approach and sell the new offering.
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Performance Improvement: If the sales team or an individual salesperson is not meeting targets, a 30-60-90 day plan can act as a corrective strategy.
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Annual or Quarterly Planning: You can adapt the format for longer-term strategic planning. It’s not limited to just 90 days; it’s a model that can scale.
How to Create a 30-60-90 Day Sales Plan
Step 1: Start with Research
Before you write down anything, you need a thorough understanding of the company, product, and market. This foundational knowledge helps in setting realistic goals.
Step 2: Define Objectives
Based on your research, outline what you aim to achieve at the end of 30, 60, and 90 days. Make these objectives SMART: Specific, Measurable, Achievable, Relevant, and Time-bound.
Step 3: Break Down Actions
List the actions needed to reach each objective. For instance, if the goal is to acquire 10 new clients by the end of 90 days, break down the steps needed to get there.
Step 4: Allocate Resources
Identify the resources you’ll need. This could include training materials, support from a mentor, or specific software tools.
Step 5: Set Benchmarks
How will you measure success? Is it the number of closed deals, or is it the number of qualified leads generated? Establish these KPIs (Key Performance Indicators) clearly.
Step 6: Review and Refine
Your plan shouldn’t be set in stone. Regularly review your plan, compare it against your benchmarks, and adjust as needed.
Step 7: Seek Feedback
Whether it’s your manager or a seasoned colleague, get someone to review your plan. They might offer insights that you hadn’t considered.
Step 8: Execute the Plan
Well, this is where the rubber meets the road. Start executing your plan, and make sure to track your progress and make adjustments as needed.
Example Template
Here’s a simplified example focusing on customer relationship management, something that AI CRM software like Bigly Sales would be invaluable for:
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First 30 Days:
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Learn the ins and outs of the CRM system
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Understand the customer segmentation
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Establish initial contact with existing low-tier clients
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Next 30 Days (up to 60):
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Utilize AI features for customer engagement
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Start upselling or cross-selling to low-tier clients
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Measure customer satisfaction through automated surveys
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Last 30 Days (up to 90):
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Generate at least 20% increased revenue from low-tier clients
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Develop a repeatable process for client engagement
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Evaluate and adjust CRM techniques based on survey feedback
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By the end of this plan, you would have not only become proficient in managing client relations but also contributed directly to revenue growth.
