30 60 90 day business plan sales

How to Create a 30-60-90 Day Sales Plan [Template + Examples]

Casey O'Connor

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

What are the benefits of implementing this sales plan, how to create a 30-60-90-day sales plan, 30-60-90-day sales plan template, 30-60-90-day sales plan examples.

A 30-60-90 day sales plan is a three-month sales plan that outlines the approach and specific strategies that a new sales rep or sales manager will take in their first 90 days on the job.

When a new sales rep creates a well-thought-out 30-60-90 day sales plan, it demonstrates to their team and manager that they’re a self-starter and have the skills and strategy to do their job effectively and efficiently.

In this article, we’ll go over everything you need to know about the 30-60-90 day sales plan, including why it’s so important, how to make your own, and a few examples to help you get started.

Here’s what we’ll cover:

• How to Create a 30-60-90 Day Sales Plan
• 30-60-90 Day Sales Plan Template
• 30-60-90 Day Sales Plan Examples

A 30-60-90 day sales plan is a clear outline of what a new salesperson or sales manager plans to learn and achieve in their first three months in the role.

Generally speaking, it’s a good idea to create your own 30-60-90 day sales plan any time you begin a new sales role. This demonstrates to the hiring manager — and, later, your new sales manager and colleagues — that you:

• Take initiative to plan for your success
• Look forward to learning about the company and integrating with the current team 
• Have specific ideas about how to add value to the organization

If you don’t create your own 30-60-90 day sales plan, some managers will make one for you. They may ask you to adhere to it as they evaluate your progress and offer feedback about your initial performance.

Each 30-60-90 day sales plan is unique, as they’re created based on the specific goals, skills, and organizational specifics of each individual sales professional and their company. 

That being said, they all generally tend to follow a similar framework: learn – implement – analyze & optimize.

This kind of initiative does not go unnoticed in a sales interview, and — when you eventually get the job — will help the onboarding process run as smoothly as possible. A great 30-60-90 day sales plan can significantly reduce ramp-up time and increase productivity in new hires. 

There is very little downside to creating and implementing a 30-60-90 day sales plan. Although there is a bit of legwork involved in the process, the results are well worth it. Remember — failure to plan is a plan to fail.

The benefits of this plan, on the other hand, are numerous and significant. Both individual sales reps/managers and overall organizations alike benefit from the structure and focus on results that 30-60-90 day sales plans provide.

Empowers Employees to Position Themselves for Success

When a salesperson takes on a new position, a 30-60-90 day sales plan can help them onboard with intention.

Not only does this kind of plan demonstrate to the manager that you’re serious about your (and the company’s) success, but it also helps outline the responsibilities of your new role for your own day-to-day benefit. It gives you an easy-to-follow plan as you navigate the challenges of starting a new position.

It also helps new sales reps and managers create and work toward sales goals in a scalable and sustainable way.

Enables Managers to Maximize Their Resources

Every sales manager appreciates when a new employee creates their own 30-60-90 day sales plan. Not only does it help ensure the success of the incoming rep, but it also enables the sales manager to make the most of their new talent and appropriately plan the way they’re going to use their resources.

A 30-60-90 day sales plan can also help highlight any misconceptions or misalignments the new employee has relative to their new role, or the organization as a whole. It creates a good opportunity for management and new hires to become fully in sync as they understand the scope of the job and define success in the role.

Creates Team-Wide Transparency

A 30-60-90 day sales plan can help foster trust between a new sales hire and their colleagues. It proves that the new hire is capable of taking initiative and meeting goals independently, and gives a clear indication of how the new hire will contribute to the team.

As mentioned above, each 30-60-90 day sales plan is highly unique. There is no one formula that will help sales professionals create a “perfect” plan.

There is, however, a general framework of steps that you can follow that will help you create a robust 30-60-90 day sales plan that’s specific to the organization with which you’re working. 

1. Research Your New Employer

Before a sales interview, or at least before onboarding at a new company, learn as much as you can about their business — who they serve, what they offer, and with whom they mainly compete. Generate a list of questions to ask about their operation and/or their goals.

2. Identify Your New Organization’s Goals

As soon as you can, try to find out some of the company’s business or sales goals. You might learn about these through a sales interview ; you could also gather this kind of information from social media or through LinkedIn. 

The point is to learn enough about some of the things the company is hoping to achieve; you can then speak to those goals in your 30-60-90 day sales plan. 

You’ll also want to ask if they have any goals for you as an individual. They might, for example, have a certain sales quota they’d like you to meet. These should also be incorporated into your 30-60-90 day sales plan. 

This takes a little extra effort, but it’s likely to resonate with a hiring or sales manager. It shows that you’re a team player, and that you have the skillset to help the company successfully reach their goals. 

3. Determine Your Own Priorities

It’s also important to take into consideration your own strengths and career goals when you’re making your 30-60-90 day sales plan. 

See how closely you can align your own professional priorities with those of the company; the more you can find ways to show that the two complement one another, the better off you’ll be.

4. Create a Timeline and Indicate How You’ll Measure Success

Some parts of your 30-60-90 day sales plan might be easy to measure. In Phase 2, for example, you might indicate that you plan to make 50 sales calls per day. That’s a metric that will be easy to account for and evaluate. 

Other components, though, might be tricker to define. In Phase 3, you might plan to “improve the way you handle objections.” This isn’t the most straightforward or tangible progress indicator, but it can be measured. 

A sales rep might determine that they’ve met this goal when they can speak confidently to a range of objections during a role play exercise, with fewer than 5 “errors,” with errors defined as extended pauses or verbal miscues. 

You’ll also want to assign timelines to each action or intended achievement. Being able to measure and put a timeframe on your goals are both important parts of the SMART goal framework.

The more specifically you can measure your progress, the more effective your plan will b e.

Tip: Growing your sales team? Grab some data-backed findings and strategies below.

The following template is an extensive and overarching checklist; not every item will apply to every salesperson or company. Similarly, you may find that you need to add additional components that are unique to your employment situation.

To make it your own, click “File” and select “Make a copy.”

Feel free to remove or add any items from this list; treat this as a template or guide and edit as needed for your circumstances.

Below are three examples of real-world 30-60-90 day sales plans. The first two are great examples of use cases we’ve outlined here in this article: a new sales rep and a new sales manager. 

Note, though, that there’s a third use case that we didn’t explore as fully: a new sales territory . The same basic principles of the 30-60-90 day sales plan apply similarly to this topic. 

As always, feel free to use and adapt as you see fit according to your specific circumstances.

New Sales Rep

This 30-60-90 day sales plan example is perfect for a salesperson starting a new position as a sales rep. 

• Complete all company-run onboarding, training, and/or coaching
• Learn about the company’s mission, values, and culture
• Become fluent in the specifics of the product and/or service
• Research the target market and ICP, and learn how to reach and communicate with your specific buyer personas
• Learn the names and roles of everyone on the team
• Schedule periodic check-ins with a mentor and/or managers to discuss progress
• Research your company’s competitors
• Identify a top performer who is willing to let you shadow them, and schedule a few times to do so
• Practice interacting with prospects
• Role play different sales scenarios with your mentor or other top performers
• Set sales goals using the SMART goal framework
• Keep a clear record/detailed notes about all of your sales activities so that you can optimize the process in the future
• Create a follow-up strategy and schedule
• Review your notes and identify areas of strength and improvement
• Make tweaks to your sales process and test them
• Create and stick to a daily schedule that aligns with your productivity goals
• Solicit feedback and incorporate it into your process

New Sales Manager

This 30-60-90 day sales plan example is perfect for a salesperson starting a new position as a sales manager.

• Identify key professional and personal pieces of information about every team member (i.e., birthday, kids’ names, preferred work environment, preferred method of communication)
• Identify any sales management tools you need, including technology like a CRM system
• Perform thorough research on the competition and current and historical market trends
• Study team sales reports to identify collective and individual strengths and weaknesses
• Observe and record the day-to-day operations of team members
• Implement at least one small change based on feedback from the team
• Identify skills gaps or areas of growth, both individually and team-wide
• Set new SMART goals for the team based on analysis and sales reports
• Make at least one small change to support the team
• Continue collecting and analyzing data
• Meet 1:1 with team members to offer and solicit feedback 
• Create a strategy for new training / coaching
• Collect data and run analysis on how your new strategy could generate more revenue
• Create a structured schedule that implements any changes

New Sales Territory

This 30-60-90 day sales plan example is perfect for a sales team that’s entering into a new sales territory.

• Define the market/trends of the new sales territory 
• Learn about the competition in the new territory, local or otherwise
• Study and understand the demographics of the new territory
• Identify ways to tweak your sales strategies based on demographics
• Perform a SWOT analysis to determine viability 
• Build the ICP and buyer personas for the new territory
• Identify the most profitable accounts in the new territory
• Create SMART sales goals
• Decide which KPIs to focus on and design a system for tracking and recording them
• Generate new leads
• Ask for feedback from team members, prospects, and customers
• Implement feedback as you optimize your process
• Outline your sales forecast for the next quarter/remainder of the year
• Create a sales process and workflows that align with your goals and forecast

Have you created and/or followed a 30-60-90 day sales plan before? How did it improve your sales process ? Would onboarding have been more challenging without one?

Tip: Looking for more sales plan templates? Grab them here –> 13 Sales Plan Templates .

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30-60-90 Day Sales Plan: The Complete Guide

Sales reps who use the 30-60-90 Day Sales Plan are  30%  more successful than those who don’t. This clearly supports the fact that without a structured plan, you might face stress and the risk of not meeting your targets, which can be frustrating.

Don’t know where to start?

This guide provides a step-by-step 30-60-90 Day Sales Plan. It helps you set clear goals, understand important strategies, and use the first three months effectively to achieve long-term success. Let’s dive in and boost your sales journey!

• What is a 30-60-90 Day Sales Plan?
• Empowers Sales Reps with a 30 60 90 Day Sales Plan
• Maximizes Resources with a Strategic 30 60 90 Sales Manager Plan
• Fosters Team Unity through Transparent 30 60 90 Day Objectives

Interviewing for a New Sales Position

On a new job, assignment to a new territory, creating a leadership strategy, leveling up sales skills, 30-day sales plan (day 1–30), 60-day sales plan (days 31–60), 90-day sales plan (days 61–90), 90 day sales plan (day 61-90).

• 30-60-90 day plan: Manager example
• 30-60-90 day plan: New sales territory example

Not including details

No plan to measure success, making an unclear plan, a fixed mindset, not following up with your manager, exceeding expectations with the 30-60-90 day sales plan, what is a 30-60-90 day sales plan .

A 30-60-90 Day Sales Plan is a plan that new salespeople use for their first three months on the job. It helps them set goals and know what to do.

Days 1- 30:  In the first month, new reps focus on learning about the company, its products, and how sales work.

Salespeople start by making connections with coworkers and customers. They learn what customers need and get to know the tools and resources they can use for sales.

Days 31-60:  During the second month, sales reps implement their strategies more. They identify target clients, develop sales techniques, and refine their pitch.

In the second month, they talk to more customers and find more people who want to buy things.

Days 61-90:  In the third month, the focus shifts towards expansion and refinement. Sales reps concentrate on closing deals, meeting targets, and exceeding customer expectations.

They improve by listening, assessing their progress, and planning.

During this time, they set bigger goals and prepare for the coming months.

What are the benefits of creating a 30-60-90 day plan? 

Following are some benefits of creating a 30-60-90 day plan:

1. Empowers Sales Reps with a 30 60 90 Day Sales Plan

A 30-60-90 Day Sales Plan serves as a transformative guide for sales reps new to the field. This structured approach breaks down the initial three months into distinct phases, offering a comprehensive sales plan template adaptable to various sales scenarios. It empowers reps with examples and templates, aiding in the creation of tailored plans for sales territories and individual growth.

The plan isn’t just about numbers; it’s a strategic 60-day sales business plan merged with a 90-day action plan, enhancing the performance of sales teams. It fosters skill development, boosts confidence, and aligns with strategic sales goals. Moreover, it supports the creation of free sales plan templates that encourage team collaboration, ensuring all team members contribute to the shared objectives.

2. Maximizes Resources with a Strategic 30 60 90 Sales Manager Plan

For sales managers, the 30-60-90 Sales Manager Plan optimizes resource allocation. It streamlines tools, training, and support, precisely matching them with outlined tasks and objectives. This plan empowers managers to curate sales action plans, enhancing team performance and driving toward set sales goals within the designated 30-60 90-day sales plan template.

The flexibility of this plan lies in its adaptability to diverse sales scenarios: a 90-day sales plan, a 30-60 90-day plan for sales territory management, or even a free sales plan template encouraging creative approaches. It doesn’t just assign tasks; it fosters collaboration, empowering managers to facilitate collective problem-solving among sales team members.

3. Fosters Team Unity through Transparent 30 60 90 Day Objectives

The cornerstone of our approach is the creation of a transparent 30 60 90 Day Plan that aligns with team objectives. This plan establishes shared goals and examples, encouraging open communication among sales team members. It nurtures a collaborative environment where discussions flow freely, aiding in the creation of effective sales plans and problem-solving strategies.

Transparent goal-setting ensures accountability, encouraging sales team members to take ownership of their responsibilities within the 30-60 90-day sales plan. 

When To Use A 30-60-90 Day Sales Plan? 

You can use the 30-60-90 Day Sales Plan at different career stages as a sales professional in various situations. It helps you succeed and grow.

Here’s how and when you can use this plan:

When applying for a new sales position, a well-crafted 30-60-90 Day Sales Plan can impress potential employers. 

It showcases your preparedness and strategic thinking, making you a standout candidate.

For new hires, this plan acts as a roadmap, easing the transition into the new role. 

It provides precise tasks and goals for the first three months, ensuring a smooth onboarding process.

As a sales rep in a new area, you can use this plan to learn about the market, make connections, and become well-known. 

It assists in adapting strategies according to the specific needs of the new territory.

As a sales manager and leader, you can use the 30-60-90 Day Sales Plan to guide your teams. 

It helps in setting clear objectives, aligning sales efforts, and achieving team-wide goals.

If you are looking to enhance your sales skills, this plan acts as a self-improvement tool. 

It enables focused learning, goal setting, and skill development within a structured timeframe.

How Do You Create A 30-60-90 Day Sales Plan? 

Creating a 30-60-90 Day Sales Plan is a strategic process that sets the stage for your success in a new sales role. Here’s a step-by-step guide to building a plan tailored to your specific goals and the demands of your position:

Begin by understanding your current situation. Assess your strengths, weaknesses, and the unique challenges of your sales role. 

Identify key areas that need improvement and consider the goals you want to achieve within the next 90 days.

Understand Your Environment: 

Dive into your new workplace. Familiarize yourself with the company culture, products, and services. 

Learn about your colleagues, customers, and competitors. Understanding your environment is essential for effective sales strategies.

Build Relationships: 

Make friends with your coworkers, both in your sales team and in other parts of the company. 

Building relationships creates a foundation for trust and future business.

Master the Basics: 

Ensure you have a solid grasp of sales techniques, product knowledge, and internal processes. 

This foundational understanding is crucial for effective communication with clients and team members.

Improve your way of talking: 

Look at how you talked to customers at first and make it better based on their responses.

Identify what works and what doesn’t. 

Adjust your approach to align with customer needs and preferences.

Strengthen your existing connections and expand your network further. Attend industry events, conferences, or networking sessions. 

Expand Your Network: 

A broader network opens doors to new opportunities and potential clients.

Focus on Productivity: 

Streamline your workflow, use sales tools, and focus on tasks. Improve your time management skills to maximize productivity. 

Efficient use of resources ensures you can handle a larger volume of clients.

Optimize Strategies:  

Analyze the results of your previous efforts and optimize your strategies. Identify successful techniques and emphasize them in your approach. Address any challenges or roadblocks.

Set Ambitious Goals: 

Based on your understanding of the market and your performance, set ambitious yet achievable goals for the upcoming months. 

These goals should challenge you and drive your continuous improvement.

Seek Feedback: 

Request feedback from clients, colleagues, and supervisors. This is because constructive criticism helps you refine your skills and approaches. Act on the feedback received to enhance your performance.

30-60-90 day plan examples 

Here are two examples that show how people can adapt this plan for different roles.

30-60-90 day plan: Manager example  

First 30 Days (Day 1-30):

• Conduct one-on-one meetings with team members to understand strengths and challenges.
• Go through historical sales data to identify trends and areas for improvement.
• Start team training sessions focusing on product knowledge and advanced sales techniques.

Goals: Boost team collaboration, enhance product expertise, and address immediate sales hurdles.

Next 30 Days (Day 31-60):

• Analyze team performance data and adjust strategies.
• Introduce a new sales method based on market trends and customer feedback.
• Track individual progress and provide tailored coaching to team members.

Goals: Increase sales by 15%, make the team work better, and use two new successful sales methods.

Final 30 Days (Day 61-90):

• Conduct a team review session to gather feedback on implemented changes.
• Refine sales strategies based on team and market responses.
• Develop long-term sales goals and action plans for the upcoming months.

Goals: Keep selling more, make things better all the time, and plan for success in the long run.

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

• Immerse in the new territory, understanding local market dynamics and customer preferences.
• Nurture existing relationships and identify potential clients.
• Focus on building a trustworthy bond with clients.
• Learn more about the product to sell it better.
• Use existing connections to get new customers and grow.
• Install targeted marketing strategies tailored to local details.
• Deepen market penetration and increase brand visibility.
• Collaborate with local businesses and engage in community involvement for enhanced reputation.
• Gather customer feedback for necessary adjustments and ensure satisfaction.
• Build lasting relationships and offer customized solutions to clients.
• Establish the company as a trusted entity within the territory.

Goals: Ensure steady revenue streams, create future opportunities, and solidify the company’s reputation.

4 Mistakes to Avoid When Building A 30-60-90 Day Sales Plan 

A 30-60-90 Day Sales Plan is powerful, but certain mistakes can negatively affect its effectiveness. Here are the common errors you should avoid:

One of the primary mistakes is creating an unclear plan lacking specific details. Not explaining what you want to achieve, how you plan, and the steps to take can confuse your team and make them less productive.

With a defined method to measure success, it’s easier to test the plan’s effectiveness. Setting quantifiable targets and implementing key performance indicators (KPIs) is crucial. This data-driven approach ensures you can track progress and make informed adjustments.

An unclear plan often results in misunderstandings and misaligned efforts. It’s vital to express your expectations. Lack of clarity can result in team members working at cross-purposes, diminishing the plan’s impact.

A rigid approach, unwillingness to adapt, and resistance to change can hinder growth. Embrace flexibility and openness to new ideas. A fixed mindset limits innovation and obstructs the plan’s ability to adapt to evolving market demands.

As a sales rep, lack of communication with your manager is a significant pitfall. Regular updates and feedback sessions are crucial. Not telling your manager how you’re doing, what problems you face, and what you’ve achieved can make it harder for everyone to work together.

In the fast-paced sales world, the 30-60-90 Day Sales Plan is a smart strategy. 

This guide reveals the details of this helpful approach, whether you’re new, leading, or improving in sales. It empowers you to succeed.

It’s not about setting goals; it’s about crafting a tailored journey to success. With a clear understanding of products and strong customer connections, you’re set for success. 

With this guide as your companion, step into the sales arena with confidence.

And don’t forget to thank us later. 

Q1: What is a 30-60-90 Day Sales Plan?

A 30-60-90 Day Sales Plan is a framework designed to guide sales professionals in their first three months on a new job. It outlines specific tasks and goals for each phase, ensuring a structured approach to success.

Q2: Who can enjoy a 30-60-90 Day Sales Plan?

Salespeople, managers, and those starting new roles or in new areas can enjoy this plan. It offers a clear guide, helping improve skills, set goals, and use effective sales strategies.

Q3: How do I create a personalized 30-60-90 Day Sales Plan?

To make your plan, consider what you’re good at and what needs work. Learn about your surroundings, set goals, and adjust your methods based on feedback and outcomes. The guide provides detailed steps for crafting your unique plan.

Published On: February 14, 2024

Written by: sushant shekhar, categories: sales sales tips, you might also like.

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30-60-90 Day Plan: 2024 Guide + Example

Updated: Apr 17, 2024, 11:50am

Table of Contents

What is a 30-60-90 day plan, benefits of a 30-60-90 day plan, elements of a 30-60-90 day plan, when to make a 30-60-90 day plan, how to make a 30-60-90 day plan in 5 steps, 30-60-90 plan example, frequently asked questions (faqs).

It can take new employees time to settle in and learn the ropes of a new position. However, employers want to see productivity sooner than later. This is why developing a 30-60-90 day plan is a good idea. It’s a plan that outlines target milestones for employees to hit in the first 30, 60 and 90 days of employment. Follow along to learn more about the 30-60-90-day plan and how to create your own. To help give your employees the best start possible.

A 30-60-90 day plan is a document that is created either by a new employee or a hiring manager and outlines the goals to be accomplished during the first three months of employment. It breaks goals down into 30-, 60- and 90-day increments. Employees work to hit set milestones that are aligned with the mission of the organization. The goal is to maximize employee output in the first days of being hired, days which can be overwhelming and confusing in many cases. The plan helps simplify what the employee should be doing and focusing on.

The 30-60-90 day plan can be written by the employee or by the hiring manager. Managers may want employees to create their own plans to get the buy-in for the milestones and goals.

What Makes a Good 30-60-90 Day Plan?

A good 30-60-90 day plan takes larger goals and breaks them down into smaller, more digestible milestones. The plan has an ultimate goal set for 90 days and shows steps that are accomplished along the way at the 30- and 60-day marks. While the goals should be accomplishable, they should also be challenging.

A good plan also aligns with the mission of the company. Managers want employees to work on goals that move the company forward. Otherwise, the company may not meet its objectives and goals.

When managers utilize a 30-60-90 day plan for onboarding new employees , they help identify the key goals for the employee in the early days of employment. Not only does it set the parameters for success, but it also empowers employees to manage their own work to a large degree. When employees know what is expected of them, they can spend their day focusing on achieving those goals rather than on tasks that don’t support the plan. The 30-60-90 day plan is the roadmap for success.

A good 30-60-90 day plan has common components that are designed to explain expectations clearly. The first element of the plan is to have the company mission or purpose of the work stated. Then, of course, there are the goals. Goals should be concrete with measurable objectives. A good 30-60-90 day plan also lists resources to help employees accomplish their goals.

Make a 30-60-90 day plan when you onboard a new employee. It will serve as a way to help transition them from a new employee to a valuable team member in a short amount of time. You can also use a 30-60-90 day plan when rolling out new initiatives. This will help existing employees understand the goals and provide a workable path to accomplishing them.

It may also be helpful for a prospective employee to create a 30-60-90 day plan when preparing for an interview. This will show the hiring manager that you are serious about hitting the ground running and making an impact toward objectives and goals.

A 30-60-90 day plan doesn’t need to be complicated. It simply outlines the main objectives of a new employee and gives them guidance on how to accomplish them.

Here’s how to create a 30-60-90 day play in five easy steps:

1. Write the company mission

The very first thing that you should do when creating a 30-60-90 day plan is to identify and write down the company mission. Remember that the plan should align with the company’s mission and goals. By having it on the page for the employee to review, you can help the employee understand their role in the bigger picture.

2. Create the first 30 days’ objectives

Write down the goals for the first 30 days. Limit the goals to three to five to keep things clear. For each goal, write down a key metric that will be used to measure whether the goal is achieved or not.

3. Create the next 60- and 90-day objectives

Just as you did for the first 30 days, write down key goals for the first 60 days. Remember to keep goals limited to three to five goals for clarity. Have a key metric stated for each goal. Do the same for the first 90 days.

4. Provide ample resources for the employee

Because the plan is a guide, you should include any relevant resources that will help the employee accomplish their goals. Resources may include listing certain people to speak with or using certain computer-led tutorials. Give the employee the resources needed to succeed with as little oversight as possible.

5. Evaluate progress

For a 30-60-90 day plan to work, you need to give it time (as the name suggests). Part of the plan is to give said time and then follow-up with an evaluation. Did the employee manage to use the resources provided to hit their objectives?

Plan For: Employee name Date: August 1, 2022

Company Mission: To help consumers find the right resources for retirement and invest their money with our firm.

Goal 1: To complete all onboarding training. All boxes should be checked as complete in the employee file. Goal 2: Review investment products and become familiar with the key benefits. Goal 3: Pass state and federal licensing requirements to sell investment products.

Goal 1: Make first sales calls to potential clients. Goal 2: Work with your manager to develop a key product list to offer clients. Goal 3: Get the first sale in the program.

Goal 1: Consistently make 50 outbound calls per day. Goal 2: Hold at least three sales appointments per day. Goal 3: Generate at least $500,000 in sales.

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Bottom Line

A 30-60-90 day plan is a great way to help onboard new employees (or get an edge in an interview process) because it shows the key objectives for the first three months of employment. It aligns with the company’s mission, helping the employee integrate quickly into becoming a valuable team member. Set realistic goals in a 30-60-90 day plan to see success and build confidence in new team members.

The 30-60-90 day plan is just one tool in the employer’s toolkit. For more insights into managing staff and building strong teams, check out our article on strategic human resource management .

How do I answer what I will do in the first 30-60-90 days?

Prepare for this question in an interview. Make sure you approach it from the perspective of the company’s goals and say what you plan on accomplishing based on what you know about the job description. Don’t hesitate to ask questions to clarify the role before answering the question.

How many slides should a 30-60-90 day plan be?

If you are presenting a plan in a PowerPoint, you want to use three to four slides. The first slide should outline the mission and overall objective of the company, while the next three slides review the goals. Use one slide for each month.

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

Key takeaways.

• A 30-60-90 day sales plan is a structured roadmap designed to outline specific goals and strategies for achieving sales success within the first three months of a new role or project.
• The first month on the job is crucial, and you should learn about the company, its products, processes, and CRM.
• You start selling in the second month, and you should focus on strategies to achieve your sales quota.
• You should be vocal about ideas to improve team processes starting in the second month.

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? 

Benefits of a 30-60-90 day sales plan 

Things to know before creating a 30-60-90 days sales plan, how to create a 30-60-90-day sales plan.

• Checklist for 30-60-90 day sales plan 
• 30-60-90 day sales plan template free 
• 30-60-90 day sales plan examples 

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

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

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 

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. 

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Utilize our comprehensive free 30-60-90 day sales plan template. Craft a winning sales approach to boost your performance and outcomes.

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 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. 

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. 

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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 have even to execute it successfully. For that, you need to be focused throughout the 90-day plan. Your management should be able to see that you are capable of self-management and achieving goals. 

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. 

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 days 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 process. So, here’s how you can get a headstart on your job – 

• Once you’ve completed onboarding and training, study the company’s vision and mission. Then, visit 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. 
• Review all the written material like brochures, blogs, industry publications, and other content. 
• Meet the product team and understand every point (why the product was developed, sole motive, features, functionality, value, propositions, etc.). 
• Meet with the manager to understand the sales priorities, goals, and current issues. 
• Familiarize yourself with the sales methodologies and sales process followed by the team.  
• Study the ideal customer persona(Find out what 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 few key accounts the sales teams are working on. 
• Schedule a meeting with the top performers to understand how they approach sales. 
• Shadow your teammates and listen to how they conduct sales calls.  
• Listen to the sales call recorded by the top performers and note the phrases, rapport-building techniques, and closing strategies they use. 
• Learn how long it takes 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 and your current skills, and identify what new things you’ll need to learn. 
• Spend time with the marketing and customer support team to understand how they function. 

2. Checklist for 60 days sales plan  

In any company, the first month goes into learning and adapting to the surrounding environments. In the second month, you face the real challenges when you get on the field and start selling. 

So the second month should be planned carefully. The real battle starts when you get the quota and need to strategize to achieve the sales quota . You must begin contributing to your sales team’s growth from the second month. Voice your thoughts and give ideas to improve the team’s processes. 

During 31- 60 days, you must connect and develop relationships with prospective buyers and other sales professionals. In the second month, explore your sales CRM and enter details.  

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

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

• Have a mock call session with the team. 
• Create milestones that must be achieved to create value for the company. 
• Create a clear sales workflow map. 
• Strategize outbound activities. 
• Enter data into CRM and explore its various features.  
• Explore multiple sales channels for connecting with prospects. 
• Create sales email templates and save them in the CRM simultaneously.  
• 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. 
• Prioritize activities for each day. 

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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 have to track and analyze your sales approach to see what’s not working and make real-time amendments. 

During the 61-90 day period, you’ll have to make your sales manager and the team realize you are valuable. It is your last chance to prove everything you claimed during the interview process. So, make a strong game plan for the third month. 

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

•  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 display.  
•  Create strategies to handle objections. 
•  Set the time for following up after the presentation and address concerns.  
•  Create a strategy 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 process for improving the conversion rate. 

30-60-90 day sales plan template free  

You know what to follow when creating a 30-60-90 day sales plan, but how do you assemble these tasks and execute them? Well, we’ve created an extensive 30 60 90 day sales plan template so that you can easily manage all your tasks from one place. 

Click on the link below to get a 30 60 90 day sales plan template free and crush your sales goals! 

30-60-90 day sales plan examples  

Making a 30-60-90 day sales plan is key for new and experienced salespeople to do well. It helps set clear goals for the first three months.  

Here are some examples of 30-60-90 day sales plans- 

30-60-90 day plan: New sales rep   

This plan serves as a roadmap for new sales reps or job candidates, offering a structured approach to mastering their new role and demonstrating their preparedness during the interview process. 

Phase 1 (Days 1–30): Understand   

• Complete all onboarding and training processes to understand the sales strategies and processes.  
• Learn about the company’s mission, sales goals, and the key players within the organization.  
• Get acquainted with the company’s products/services and target market.  
• Conduct research on key accounts and the competitive landscape.  

Phase 2 (Days 31–60): Implement   

• Shadow experienced sales team members to learn from real interactions.  
• Practice sales pitches and calls with sales managers and peers.  
• Start engaging with potential clients to build your sales rep experience.  
• Begin tracking all sales activities and setting initial sales targets.  
• Compile a list of prospective customers and start outreach efforts.  

Phase 3 (Days 61–90): Optimize  

• Evaluate your sales performance, identifying strengths and areas for improvement.  
• Set sales goals for the following month, focusing on enhancing sales strategies.  
• Refine your approach based on successful outcomes and explore new methods for areas lacking results.  
• Establish a daily routine to boost productivity and plan regular reviews with sales leadership to discuss progress.  

30-60-90 Day Plan: Sales manager example   

A sales manager’s plan emphasizes team building, process optimization, and leadership skills to elevate the entire sales team’s performance. 

• Complete necessary company onboarding and familiarize yourself with sales leadership tools and processes.  
• Meet with each of your direct reports to understand their strengths, challenges, and goals.  
• Assess the current sales process or identify inefficiencies and areas for potential improvement.  
• Research competitors and gather feedback from team members on the existing sales strategy or management practices.  
• Implement changes based on initial assessments and feedback.  
• Identify skill gaps within the team and consider training process enhancements or tool integrations.  
• Develop data-driven strategies for improving sales performance and set achievable sales goals for the team.  
• Introduce at least one change based on team feedback to foster a culture of continuous improvement.  
• Solicit feedback on recent changes and assess the impact on team dynamics or sales results.
• Establish a structured daily routine to maximize team productivity and efficiency.  
• Organize regular meetings with team members to discuss progress, challenges, and future sales strategies.  
• Make adjustments based on feedback, focusing on long-term sales goals and team development.  

These examples showcase a comprehensive approach for new sales reps and managers to navigate their roles effectively, setting a strong foundation for success in the competitive sales game.

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.

You will 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 tell you what exactly needs to be done in the first three months. Be specific while writing the program. Include the date, number, or anything that’s required. 

In fact, only 60% of sales reps meet their quota . This shows how important it is to have 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. 

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Mistake 2 – Not getting feedback   

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

So, once you create your entire sales plan, please share it with your manager and experienced team members. 

They might advise you to add more points or edit the existing ones. So, make sure you approach your manager or team’s top performers 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 project, you might discover that some things aren’t how you assumed them. 

You might have to adjust the schedule. Don’t get discouraged; instead, be flexible and make the change immediately to reach 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 projections of revenue, 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, aiming for 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 doing and tweaking as you go. 

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

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

Frequently Asked Question  

A 30-60-90 plan breaks down your goals for the first 30, 60, and 90 days in a new role or project. It begins with setting learning goals, continues with applying that knowledge, and finishes with actions to achieve your objectives. 

A sales manager 30 60 90 plan is a clear guide for new sales managers to hit the ground running.  

In the first 30 days, it’s all about understanding the team and how things work, which is key for a good 30 60 90 day plan for sales managers.  

The next 60 days are for putting what you’ve learned into action, improving sales strategies, and helping your team get better, fitting into a sales manager 90 day plan.  

The last 30 days are about making sure you and your team are on track to meet your sales goals.  

Following a 30-60-90 day plan sales manager example helps you lead your team effectively right from the start, making the 30 60 90 day sales manager plan really important for success. 

Sure, for a sales manager role, presenting a well-structured 30-60-90 day sales plan during an interview is crucial.  

This plan should outline a clear strategy that demonstrates your approach to achieving success within the first three months on the job. Typically, the plan is broken down into three phases: 

• 30 day sales plan (Assessment and Learning)  

Under the sales manager 30 60 90 plan, the initial month is about orientation and assimilation. 

This involves understanding the company’s sales processes, products, and team dynamics. 

The goal is to assess the current sales strategies, team strengths, and areas for improvement. You’ll also establish relationships with your team and other key departments. 

• 60 day sales plan (Strategic Planning and Integration)  

The sales manager 60 day plan focuses on using insights gained in the first 60 days to develop and integrate strategic sales initiatives. 

This may include implementing new sales methodologies, training sessions to address identified skill gaps, or restructuring the sales territory for better coverage. 

Additionally, you’ll start setting measurable goals for the team and individual sales representatives. 

• 90 day sales plan (Implementation and Execution)  

By now, your 90 day plan for sales manager should shift towards full-scale execution. 

This means actively managing your sales team towards the new objectives, monitoring performance, and making necessary adjustments. 

It’s time to solidify your leadership position, drive sales efforts forward, and demonstrate tangible results from the strategies you’ve implemented. 

For a 30-60-90 day plan for sales manager interview, it’s essential to articulate how each phase will contribute to the overall sales targets and team development. 

Highlighting your proactive steps for learning, strategic planning, and execution shows your potential employer that you have a concrete, actionable plan for making a significant impact in your role as a sales manager. 

Riyanshi Chaplot

Riyanshi is an enthusiastic content creator and SEO strategist at Salesmate who curates information on marketing, sales, and customer experience. She loves to explore new places and meet new people when she is not working.

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How To Create a Winning 30-60-90 Day Sales Plan (+ Sales Plan Template)

You’ve got a job interview for your dream sales job.

You have the experience and a track record of success. The only thing between you and your offer letter is your (hopefully) future sales manager.

Impress them with your exceptional selling skills and expertise, and you’ve got the job.

But the question is: how?

This Salesman.org sales plan template guide will show you how to put together a winning 30-60-90 day sales plan to impress your sales manager with your sales knowledge and expertise and nab your dream sales position.

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

A 30-60-90 day sales plan outlines the measurable goals for your first three months on the job. Think of it as your personal value proposition that shows your superiors you’re a self-starter and helps you be laser-focused on achieving results.

It expands on what success looks like in the first 30, 60, and 90 days, respectively. The idea here is to lay out your clear-cut plans for measuring a successful transition and keeping everyone focused in the right direction.

Why Do You Need a 30, 60, 90 Day Plan?

Your dream sales job is also somebody else’s dream job. This means you have to stand out in your interview and make sure the hiring manager can see what a great addition you can be to the organization.

The only way to do this effectively is to create a sales plan that shows your vision of the future of the sales territory or customers you’ll be taking over. It should outline your interaction with your sales team, sales strategies, sales cycle, target audience and revenue goals.

Each aspect of your 30-60-90 day sales plan should detail a specific focus, your priorities and goals, and a plan for measuring success. Getting this right will help you maximize your progression into a new role by identifying potential partners to sell two and establishing a general framework for success.

Here’s are the biggest benefits of developing a 30-60-90 day plan:

• Creates a clear focus for your first 90 days on the job, boosting your productivity and maximizing results
• Ensures your goals are set properly in your 30-60-60 day plan, letting you integrate quickly and smoothly into the organization
• Proves you’re capable of self-management and achieving goals and are an employee worthy of development.

If you bring in a well-thought-out plan into a job interview , you’ll have an advantage over other under-prepared candidates, significantly improving your chances of getting hired.

Other Scenarios Where Having a 30-60-90 Day Sales Plan Makes Sense

Putting together a 30-60-90 days sales plan takes time and effort, but the good news is you don’t have to do it often. When you write a sales plan it becomes a sales tool that can be used over and over.

Besides the interview process, you can also use your sales plan for the following circumstances:

Scenario 1: First Week on the Job

You got a brand-new job—or maybe you’ve earned an internal promotion.

Regardless of the circumstance, you should create a 30-60-90 days sales plan within the first week on the job. Doing this will demonstrate your commitment to your new role and give you a well-defined plan to ensure you’re off to a good start.

Scenario 2: New Territory Management Assignments

If your company follows the territory management approach, creating a 30 60 90 day plan for new sales territory is a no-brainer.

Your plan should clearly define geographic boundaries for territories you’re responsible for and the metrics you’ll use to evaluate territory performance. It should include any new business goals, changes in the company mission or types of sales that you’ll be making.

Steps To Create a Winning 30-60-90 Day Sales Plan Template

Next, let’s understand how you can draft an effective 30 60 90 day sales strategy plan.

Step 1: Know Who You’re Creating the Plan For

You should know who you’re making the plan for. This involves thinking from the perspectives of two stakeholders: your team and you.

A) Align Your Plan With Your Organization’s Goals

Understand your sales team’s priorities and goals and align your sales plan with them.

For a job interview, try to connect with a salesperson already working with the company on LinkedIn. Strike a polite conversation and ask them what goals they’re being pushed towards corporately.

If you’re new on the job or handling a new territory, speak to your sales manager and ask them about goals that matter most to the organization.

Find out current revenue targets, sales and marketing initiatives and any strategies and tactics that are working for the sales team.

B) Identify Your Own Priorities

What are your current priorities and personal goals? 

Do you want to earn more money? Or do you want to focus on building now to set up your territory for even bigger successes? Maybe you want to position yourself as a legendary adviser for all things sales.

You must identify your own priorities before you start building your 30 60 90 day plan. This will give you a clearer perspective on how to approach things and set yourself up for success.

Do you want to install new sales tools, motivate your team or start pushing a new product or service? Creating your sales plan can reduce the time to implement a more effective sales action plan.

Don’t worry; we’ll also share a super-easy template you can follow and ensure better outcomes.

Step 2: Figure Out How to Measure Your Success

Now that you know your sales goals, your next step is to measure progress against those goals.

In the words of Peter Drucker, “If you can’t measure it, you can’t improve it.” When you know how to measure success, you can improve your plan further by identifying and eliminating weak aspects.

Here are a few tips to help you get started on the right track:

• Gain in-depth knowledge of product features
• Have the ability to demo the product at a high level
• Have built key relationships built-in potential growth accounts
• Developing a more targeted customer profile
• Become known, liked, and trusted with all current partners
• Improved sales performance or increased sales activities
• Have a list of 100 potential partners to prospect over the next 12 months

Step 3: Draft Your 30-60-90 Day Plan Breakdown

At this point, you’ve already done most of the hard work.

You can now focus on documenting the information you currently have to create a more formal 30-60-90 day sales plan that you can then share with your sales manager. For each section of your plan, ask yourself “what does success look like?“.

Note: We’ve also added critical questions below to help you create a more impressive sales plan.

Stage 1: 30 Days

As mentioned, the first step is to ask yourself what success looks like after 30 days are complete.

When applying for a job, success in the first 30 days is likely completing your onboarding and training process successfully. In addition, you can also add the following criteria if you want to be more specific:

• Understanding corporate priorities, new roles and responsibilities
• Intermediate knowledge of key products and services
• Knowing the product’s position in the market vs. the competition
• Developing key connections within the organization with customer support, sales leadership, team members etc
• Going through previous rep’s sales CRM data and outlining a few key accounts to target

The 30-day section of your sales plan should define your success goals and briefly explain how you plan on achieving them. It should also share how you‘ll know you’ve been successful in meeting these goals. 

Let’s explain this using an example.

• Success goal: Having intermediate knowledge of key products and services offered by the organization.
• To complete I will: Spend an hour every week with the product specialist for each product and have them quiz me on my knowledge.
• I will have success if: In the 30-day review meeting with my sales manager, they can quiz me about our product range like a potential partner would and I can answer their questions confidently.

This will allow you to show off your self-starting nature and help you understand your responsibilities better.

Be sure to schedule a meeting with your sales manager to discuss successes and any issues you had during the 30 days before moving on to the 60-day and 90-day time periods. It’ll make the transition smoother.

Stage 2: 60 Days

With the first 30 days up, you have to amp up your sales efforts in the second month.

You’ll be spending more time in the field or talking to potential partners at this stage. Keeping this in mind, you should understand your marketplace and products at a high level. Regardless of what you’re selling, after 60 days of being immersed in it, you should know everything related to the offering—big or small.

Another good tactic is to role play with co-workers and shadow your senior sales professionals to understand their sales processes and approaches.

Here are some pointers to include in the 60-day section of your sales plan. Notice how some of them are mandatory, while others are more flexible depending on your role, experience, and onboarding process.

• Started developing at least five new leads — Mandatory 
• Have shadowed the top two performing sales reps in the company — Mandatory 
• High-level understanding of key products — Mandatory 
• Completed role-playing sessions with other sales professionals in the team
• Have contributed to a sales meeting by adding value to the conversation
• Completed all formal sales onboarding or training that needs to be done

Of course, these objectives will vary depending on why you’re drafting the 30-60-90 day sales plan. For instance, if you’re an experienced sales professional who has been recently assigned a new sales territory, your success criteria will look something like this:

• Knowing your target territory — Mandatory 
• Setting measurable and realistic setting goals — Mandatory
• Developing a territory management plan — Mandatory
• Recording daily development in CRM
• Attending meetings with other sales professionals

Information overload, we know. But getting this step right will help you achieve greater success. Plus, once you get the hang of things, everything will become easier. 

Stage 3: 90 days

This is where you hit the ground running.

Your 31-90 day plan sets out what you’re planning on doing for the rest of the time in the specific sales role. Here, you should have an optimized prospecting list and have your foot in the door with at least a couple of potential new key accounts. 

Only a few things can go wrong at this point, which might stop your 30-60-90 day sales plan from being fabulous. Don’t worry, though. We’ll cover 30-60-90 day sales plan mistakes later to make sure all your hard work pays off.

At this point in your new sales role you should have a lead generation strategy, be on top of all the new sales enablement tools and content, understand your customer pain points and have a few new customers on the go.

At the 90-day meeting with your sales manager, discuss any 3-4 points from the following success criteria:

• Clear and optimized prospecting list in use — Mandatory
• Daily schedule established for prospecting, following up and staying on top of everything else — Mandatory
• Become a solid member of the team — Mandatory
• Had at least one round of feedback on performance from the sales manager
• Closed at least a couple of deals without too much babysitting from others
• Foot in the door with a couple of exciting key accounts

And that’s it! That’s how you create a solid 30-60-90 day sales plan.

Mistakes To Avoid When Creating a 30-60-90 day sales plan

The whole point of creating a 30-60-90 day sales plan is to give you a clear direction in your new sales role. But there are a few errors that may make it less effective…

Mistake 1: Not Including Success Measurement

We get it: you don’t want to make promises you can’t keep. But not including specific ways of measuring your success on your sales business plan is a huge red flag that may cause your sales manager to question your capabilities. 

You must be willing to put your money where your mouth is. So make sure you include measurable success criteria for each section of your 30-60-90 day sales plan.

Mistake 2: Making an Ambiguous Plan 

Planning is about being specific and granular. 

If you’re going to be ambiguous, your plan isn’t going to inspire confidence in your new sales leadership role and may fall flat.

Sales managers want to see numbers and progress towards a target rather than vague business strategy and generic sales plans.

Mistake 3: Lack of Sales Manager Follow-ups

Similar to how following up is necessary to win deals, holding meetings with your sales manager is important for improving your 30-60-90 day sales plan and self-improvement. Don’t forget to schedule meetings with your sales manager at the 30, 60, and 90-day points to review your progress and ask for advice on your sales process.

30 60 90 Day Sales Plan Template

As promised, right click and save as to download your 30 60 90 day sales plan template . This free template will take you through the process of creating a sales plan.

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

3 Stages of writing a 30-60-90 day plan and why it matters

30-60-90 day sales plans have been used as a way to ensure success for new sales team members with clearly outlined actions and goals. If you haven’t heard of or used this plan before, now is a great time to start for your next job interview, new sales job, or even for your personal life. See below what a 30-60-90 day plan is, the elements of it that you should consider, when to write one, and why it’s important.

What is a 30-60-90 Day Plan?

The 30-60-90 day plan is a three-month strategy for successfully training new sales team members or selling in new territories. It clearly lays out all the actions and goals that will help salespeople get to know their new company or region and learn how to best reach their highest (and healthiest) level of productivity. With a robust 30-60-90 day sales plan, businesses are much more likely to make the most of new territories, reps, and managers.

Why Write a Sales Plan?

Coming into a job interview or new sales job with a detailed 30-60-90 day sales plan will show the manager:

• You know what you’re doing
• You’re confident in your abilities
• That you’ve carefully thought out crucial elements to ensure success
• You’ll hit the ground running if hired

We all know to be prepared when starting a new job or interviewing for one, but having a plan like this laid out will take you to another level above other candidates.

3 Stages to Writing Your Plan

Like we’ve discussed, having a 30-60-90 day sales plan prepared is going to set you apart from less-prepared sales reps. If you’re unsure of where to start, the first steps are to:

• Aligning the current teams goals
• Identify your own priorities

Writing a sales plan is not just about you, the sales team also needs to be considered. In the interview process, ask the current sales reps what their goals are and what they’re being pushed to. After finding out where the current reps are, identify your own success. Here are some examples of goals you can use and measure at the end of 90 days:

• Have the ability to demo the product at a high level.
• Become known, liked and trusted with all current customers.
• Have a list of 100 potential customers to prospect over the next 12 months.

It’s important to answer these questions before writing your plan to provide direction. Now let’s get to writing your sales plan .

Stage 1: 30 Days

When applying for a job, success in the first 30 days is likely completing your onboarding and training process successfully. In addition, you can also add the following criteria if you want to be more specific:

• Understanding corporate priorities, new roles and responsibilities
• Intermediate knowledge of key products and services
• Knowing the product’s position in the market vs. the competition
• Developing key connections within the organization with customer support, sales leadership, team members etc
• Going through previous rep’s sales CRM data and outlining a few key accounts to target

The 30-day section of your sales plan should define your success goals and briefly explain how you plan on achieving them. It should also share how you‘ll know you’ve been successful in meeting these goals.

Stage 2: 60 Days

With the first 30 days up, you have to amp up your sales efforts in the second month. Here are some pointers to include in the 60-day section of your sales plan. Notice how some of them are mandatory, while others are more flexible depending on your role, experience, and onboarding process.

• Started developing at least five new leads — Mandatory 
• Have shadowed the top two performing sales reps in the company — Mandatory 
• High-level understanding of key products — Mandatory 
• Completed role-playing sessions with other sales professionals in the team
• Have contributed to a sales meeting by adding value to the conversation
• Completed all formal sales onboarding or training that needs to be done

Stage 3: 90 days

Your 31-90 day plan sets out what you’re planning on doing for the rest of the time in the specific sales role. At the 90-day meeting with your sales manager, discuss any 3-4 points from the following success criteria:

• Clear and optimized prospecting list in use — Mandatory
• Daily schedule established for prospecting, following up and staying on top of everything else — Mandatory
• Become a solid member of the team — Mandatory
• Had at least one round of feedback on performance from the sales manager
• Closed at least a couple of deals without too much babysitting from others
• Foot in the door with a couple of exciting key accounts

Let’s Talk About it

Your success as a sales rep rests largely on how prepared you are with goals and objectives for success. If you want to chat about it more and how we can get you set up with tools for you and your team, schedule a free demo now ! Comment down below if you have a 30-60-90 day sales plan or will be making one now.

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Free 30-60-90-Day Business Plan Templates and Samples

By Joe Weller | September 4, 2020

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In this article, we’ve compiled a variety of useful 30-60-90-day business plan templates. Download them in PDF, Word, and Excel formats for free.

On this page, you’ll find a one-page 30-60-90-day business plan template , a sample 30-60-90-day business plan for startups , a sample 90-day business plan template with timeline , and more that you can use to develop an actionable plan.

Simple 30-60-90-Day Business Plan Template

Use this simple 30-60-90-day business plan template to map out main goals and deliverables. You can easily break down your high-level plan into bite-sized chunks to create an effective roadmap for accomplishing business goals. Add key tasks and descriptions, assign ownership, and enter deadlines to keep plans on track.

Download Simple 30-60-90-Day Business Plan Template

Word | PDF | Smartsheet

One-Page 30-60-90-Day Business Plan Template

Document key goals and tasks with this single-page 30-60-90-day business plan template. This template can help you create a high-level view of main business objectives and track the status of your goals in an organized and scannable manner. 

Download One-Page 30-60-90-Day Business Plan Template

Word | PDF  | Smartsheet

Sample 30-60-90-Day Business Plan for Startup 

Use this sample 30-60-90-day plan as a basis to build out and develop your organization’s startup business plan. This template enables you to produce and implement a plan of action — from idea conception to business plan finalization. There is also space to detail main goals and deliverables, assign task ownership, and set due dates to ensure your plan stays on track.

‌Download Sample 30-60-90-Day Business Plan for Startup Template 

Sample 90-Day Business Plan Template with Timeline

This sample 90-day business plan template is customizable and doubles as an action plan and timeline so you can track progress in 30-day increments. Easily break your plan into phases, then add key tasks, task ownership, and dates for each activity. You can also fill in and color-code the cells according to the respective start and end dates to create a visual timeline. 

Download Sample 90-Day Business Plan Template with Timeline - Excel

30-60-90-Day Business Plan to Increase Sales (With Gantt Chart)

Use this template to develop a 90-day action plan to increase sales for your business. This customizable template is designed to help you reevaluate and improve your sales strategy and business plan. Broken up into 30-day increments, this template comes pre-filled with actionable tasks, like defining and prioritizing goals, conducting market research, evaluating current processes, finding untapped opportunities, and refining your sales plan to reach sales goals.

Download 30-60-90-Day Business Plan to Increase Sales

Excel | Smartsheet

For additional resources to create and enhance the sales plan portion of your business plan, visit “ All about Sales Plans: Definitions, Tips, and Free Templates .”

30-60-90-Day Business Plan for Marketing

This 30-60-90-day business plan for marketing features a simple and scannable design to help stakeholders track the progress of key marketing goals and activities. Use this customizable template to provide an overview of main objectives and the status of tasks you need to complete.

Download 30-60-90-Day Business Plan for Marketing

Excel | Word | PDF

For additional resources to help develop the marketing plan portion of your business plan, view “ Free Marketing Plan Templates, Examples, and a Comprehensive Guide .”

Purpose of a 30-60-90-Day Business Plan

Unlike a 30-60-90-day plan used to interview for or transition into a new role, a 30-60-90-day business plan is a useful document for developing a roadmap covering the first 90 days of your business planning process.  

Small-business owners, entrepreneurs, and established organizations use a 30-60-90-day business plan to do the following: 

• Establish high-level goals, objectives, and deliverables for the first 30, 60, and 90 days.
• Align your team’s goals with overarching business goals.
• Outline key business activities needed to accomplish the established goals.
• Determine the necessary resources to effectively complete the tasks.
• Define success metrics.
• Assign activity ownership, define milestones, and create a timeline to keep the plan on track.

Looking for additional resources to help you develop your business plan? Visit the following pages for more free templates:

Simple Business Plan Templates

One-Page Business Plan Templates

Fill-in-the-Blank Business Plan Templates

Business Plan Templates for Startups

Business Plan Templates for Nonprofits

Streamline Your 30-60-90-Day Business Plan with Real-Time Work Management in Smartsheet

Empower your people to go above and beyond with a flexible platform designed to match the needs of your team — and adapt as those needs change. 

The Smartsheet platform makes it easy to plan, capture, manage, and report on work from anywhere, helping your team be more effective and get more done. Report on key metrics and get real-time visibility into work as it happens with roll-up reports, dashboards, and automated workflows built to keep your team connected and informed. 

When teams have clarity into the work getting done, there’s no telling how much more they can accomplish in the same amount of time.  Try Smartsheet for free, today.

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30-60-90 day sales plan: the secret sauce for sales reps to succeed.

Download 30 60 90 Day Plan Template for Sales Success

Published: April 13, 2023

Just landed your new sales job? Are you brainstorming ideas and methods to impress your fellow sales team members and sales manager?

Having a strategic sales plan, especially in the first three months is critical to proving your worth. An organized sales plan can help you prioritize and pivot through all the learnings, and tasks at hand, and adapt to your new environment.

Enter a 30-60-90-day sales plan.

In this blog, we'll show you how to build a strategic plan that will get you started from day 1 and help you crush your sales goals in three months.

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

Simply put, a 30-60-90 day sales plan lays out clear actionable goals and metrics to help sales reps understand their new product better and learn how to reach their best level of productivity to help them produce high-quality work and carve a niche for themselves at their new sales job.

With a robust 30-60-90 day sales plan, organizations are more likely to level up their new sales reps to make the most of their new territories, environment, and people.

Besides, your sales manager can also gauge how you are moving ahead in the organization and adapting to your new role.

What are the Benefits of Implementing a 30-60-90 Day Sales Plan for Sales Reps?

Although a 30-60-90 day sales plan is to help new sales team members transition into their roles, it should also serve as a roadmap for their career development.

Here are some benefits of a 30 60 90 day sales plan for sales reps:

1. Clarity and Focus

A well-designed 30-60 90-day sales plan provides clarity and focuses to the sales rep by outlining specific goals and objectives for each phase of their onboarding process. This helps them stay focused on the tasks at hand and avoid getting overwhelmed.

2. Prioritization

The plan helps the sales rep prioritize their tasks by breaking down their goals into smaller, achievable objectives. This enables them to work more efficiently and effectively towards achieving their targets.

3. Faster Ramp-Up Time

By providing a roadmap for the sales rep to follow, a 30-60 90-day sales plan can help them quickly get up to speed on the job and start making meaningful contributions to the team.

4. Increased Accountability

A sales plan provides a measurable framework for assessing the sales rep's progress and performance. This increased level of accountability can motivate the sales rep to work harder and achieve their goals.

5. Better Communication with Management

A 30-60 90-day sales plan can be used as a communication tool between the sales rep and their management team. It allows both parties to be on the same page regarding expectations and progress, fostering a more collaborative and productive working relationship.

How to Create a 30-60-90-Day Sales Plan

If you're looking for the secret sauce to succeed in sales, then a well-crafted 30-60-90 day sales plan is your recipe for success. 

According to statistics , sales reps who implement a 30-60-90 day sales plan achieve a 30% higher success rate than those who don't. 

Here's how to create a 30-60-90 day sales plan that will set you up for success -

1. Define the Company Mission

Start by identifying and writing down the company mission. This step is crucial as the plan should align with the company’s mission and goals. By having a clear understanding of the mission, the sales rep can better comprehend their role in the company.

2. Set 30-day Objectives

Write down three to five goals that the sales rep should aim to achieve in the first 30 days. It is essential to include key metrics for each goal, which will help measure success.

3. Set 60-day and 90-day Objectives

Similarly, write down three to five goals that the sales rep should aim to achieve in the next 60 and 90 days, respectively. Once again, including key metrics is crucial to track progress.

4. Provide Ample Resources

To help the sales rep accomplish their goals, including any relevant resources such as contact information for key personnel or online tutorials. The aim is to provide the necessary support and guidance for the sales rep to succeed with minimal oversight.

5. Evaluate Progress

It is crucial to evaluate the sales rep's progress regularly.

To do so, set a specific timeline for follow-up and review the sales rep's accomplishments against the goals set out in the plan. Evaluating the plan's effectiveness helps identify areas of success and opportunities for improvement. According to a survey conducted by The Bridge Group , sales reps with a 30-60-90 day plan were 79% more likely to achieve their targets than those without a plan. 

By following the above-mentioned five steps, you can help ensure that your sales rep is equipped with the tools and resources necessary to achieve their sales goals.

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

The first step in creating a sales plan is to identify and write down the company's mission and goals. Understanding the company's mission will help the sales rep comprehend their role in the bigger picture. It will enable them to align their sales strategy with the company's objectives and work towards achieving the same.

Next, the sales rep should set specific, measurable, and achievable goals for the first 30 days, 60 days, and 90 days. The goals should be limited to three to five to ensure clarity and focus. Each goal should have a key metric that can be used to measure success.

The goals should be realistic, and challenging, and should align with the company's mission and objectives.

Examples of 30-60-90 Day Sales Plans for Various Scenarios

#1 30-60-90 day sales plan for newly joined sales reps, phase 1: days 1-30.

• Complete all onboarding and training.
• Familiarize yourself with the company’s culture, mission, and values.
• Learn about the company’s products and/or services in detail, including pricing, features, and benefits.
• Research the company's existing clients and their needs.
• Meet with the sales team and learn about their current sales strategies.
• Schedule regular meetings with your sales manager to discuss progress and receive feedback.
• Develop a comprehensive understanding of the sales process, including lead generation, prospecting, and closing deals.

Phase 2: Days 31-60

• Review your progress over the past 30 days and identify areas for improvement.
• Shadow top-performing sales reps to learn their tactics and strategies.
• Attend sales meetings and presentations to learn how to effectively communicate with clients.
• Develop a target list of prospects and create a plan for reaching out to them.
• Conduct market research to identify new opportunities and develop a strategy for pursuing them.
• Set specific, measurable sales goals and establish a plan for achieving them.

Phase 3: Days 61-90

• Review your progress and results from the previous 60 days.
• Continue to refine and improve your sales techniques, based on feedback from managers and colleagues.
• Use customer feedback to make adjustments to your sales approach and improve customer satisfaction.
• Develop and implement a follow-up strategy to nurture leads and close deals.
• Network with industry professionals and attend relevant events to build your sales pipeline.
• Conduct a thorough review of your sales activities and results over the past 90 days, and create a plan for ongoing improvement.

#2 30-60-90 Day Sales Plan for Newly Joined Sales Managers

• Complete all onboarding and training, including company policies and procedures.
• Meet with your team members and learn about their current roles and responsibilities.
• Review the company's sales goals and objectives, as well as the current sales strategies.
• Conduct a SWOT analysis to identify the team's strengths, weaknesses, opportunities, and threats.
• Develop a plan to improve team performance, such as setting performance goals, creating incentives, and offering training opportunities.
• Schedule regular check-ins with each team member to discuss progress and provide feedback.
• Build relationships with key stakeholders, such as clients, partners, and vendors.
• Evaluate the team's performance over the past 30 days and identify areas for improvement.
• Develop and implement a plan to address any weaknesses or gaps in the team's performance.
• Meet with key clients to understand their needs and challenges, and develop a plan to address their concerns.
• Review and refine the sales process to optimize efficiency and productivity.
• Attend sales meetings and provide coaching and feedback to team members.
• Develop a plan to improve communication and collaboration among team members.
• Review the team's progress and results over the past 60 days.
• Implement ongoing training and development programs to ensure the team has the skills and knowledge to succeed.
• Develop and implement a plan to expand the company's customer base and increase revenue.
• Analyze the competition and develop strategies to stay ahead of them.
• Develop and implement a plan to increase customer satisfaction and loyalty.
• Conduct a comprehensive review of the team's performance and results over the past 90 days, and develop a plan for ongoing improvement.

#3 30-60-90 Day Sales Plan for New Sales Territory

• Gather information about the new territory, including market size, competition, and demographics.
• Develop a comprehensive understanding of the company's products and services.
• Identify key accounts and prospects in the territory and develop a plan to prioritize them.
• Create a sales territory map to visualize the distribution of prospects and customers.
• Schedule introductory meetings with key stakeholders, including clients, partners, and vendors.
• Meet with the sales team to discuss the territory's potential and challenges.
• Develop a deep understanding of the needs and challenges of your target market.
• Build relationships with key prospects and clients, including decision-makers and influencers.
• Create and execute a plan for lead generation and prospecting.
• Identify and engage with referral sources to expand the customer base.
• Attend industry events and network with other professionals in the territory.
• Set specific, measurable sales goals for the territory and establish a plan for achieving them.
• Refine and optimize your sales strategies based on feedback from clients and team members.
• Conduct a comprehensive review of the territory's performance, including sales metrics and customer satisfaction.
• Develop and implement a plan to expand the customer base and increase revenue.
• Identify and capitalize on opportunities to improve operational efficiency and increase profitability.

#4 30-60-90 Day Sales Plan for Newly Hired Sales Leadership

• Meet with each member of the sales team to understand their roles, responsibilities, and performance.
• Evaluate the existing sales strategies and identify areas for improvement.
• Develop a deep understanding of the company's products and services, as well as the target market and ideal customer profiles.
• Meet with key stakeholders, such as senior management, marketing, and customer service teams, to understand the company's overall strategy and goals.
• Review the team's performance over the past 30 days and identify areas for improvement.
• Build relationships with key clients and prospects to understand their needs and challenges.
• Develop and execute a plan for lead generation and prospecting.
• Identify opportunities to improve operational efficiency and increase profitability.

Mistakes to Avoid While Creating a 30-60-90-Day Sales Plan

When creating a 30-60-90 day sales plan, there are several mistakes that you should avoid to ensure that your plan is effective and helps you achieve your sales goals. Here are some common mistakes to avoid:

• Not Setting Specific Goals : Your sales plan should have clear and specific goals for every 30 days. Avoid setting vague or unrealistic goals that are difficult to measure.
• Focusing Too Much on Short-Term Goals: While it's important to have short-term goals, it's also important to consider the long-term impact of your sales plan. Make sure that your short-term goals align with your long-term sales strategy.
• Neglecting Research and Analysis: Before creating your sales plan, it's important to research your target market, competitors, and industry trends. Neglecting this research can lead to a plan that is ineffective and doesn't meet the needs of your customers.
• Not Taking into Account the Strengths and Weaknesses of your Sales Team: Your sales plan should take into account the strengths and weaknesses of your sales team. Make sure that you're assigning tasks and responsibilities to team members based on their strengths and areas for improvement.
• Not Tracking Progress: It's important to track your progress toward your sales goals and adjust your plan as needed. Avoid neglecting this step, as it can help you identify areas for improvement and make adjustments to your plan to ensure success.

By avoiding these common mistakes, you can create a 30-60-90 day sales plan that is effective, realistic, and tailored to the needs of your business and customers.

Wrapping Up

In conclusion, a 30-60-90 day sales plan is a powerful tool that can help sales reps achieve success by setting clear goals, prioritizing tasks, and tracking progress. 

By avoiding common mistakes and tailoring the plan to the needs of your business and customers, you can increase your chances of meeting and exceeding your sales targets.

Download Template

Get Ahead with Our 30 60 90 Day Plan Template

Learn the secret to sales success with our 30-60-90 Day Sales Plan guide. In this comprehensive guide, we'll show you how to create a winning sales plan, provide examples of 30-60-90 day sales plans for different scenarios, and help you avoid common mistakes.

How to Create a Winning 30-60-90 Day Sales Plan

A 30-60-90 Day Sales Plan cto help you hit the ground running in a new sales role. Know how to set goals, identify key activities and create a winning sales plan.

Examples of 30-60-90 Day Sales Plans for Different Scenarios

No two sales roles are the same, and neither should Sales Plan. In this section, we'll provide you with examples of 30-60-90 Day Sales Plans for various scenarios.

Frequently Asked Questions

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Creating a 30-60-90 Day Plan to Ensure Success As a New Sales Manager

• Lauren Kaudelka
• June 28, 2022

30-60-90 Sales Plan Template

Starting a new job as a sales manager can be overwhelming: In between onboarding and getting to know your direct reports, you need to familiarize yourself with company tools and technology, marketing operations, and sales goals and metrics. To set themselves up for success, many sales managers rely on a 30-60-90 day plan to help them create and prioritize objectives, set clear expectations and accountability, and maximize output.

Read on to discover how sales managers and teams can create a three-month sales plan to ensure success in their new role.

What is a 30-60-90 Sales Plan?

A 30-60-90 sales plan is a general framework that outlines a new employee’s goals for their first three months on the job. It clearly defines targets and creates alignment between sales reps, directors, hiring managers, and other teams, ensuring that everyone is on the same track to success.

30-60-90 day plans are typically developed for new hires—either during the job interview process with the hiring manager or their first week on the job, but can also be used for more tenured sales reps if they are moving to a new territory or selling a new product or solution. The main objectives are self-management, clear expectations, and alignment with business plans month by month.

Craig Ferrera , Director of Business Development at FORM , uses a goal-based framework similar to 30-60-90 to motivate his BDRs personally and professionally. “Improvement seems like a daunting task,” he says, “but setting incremental benchmarks and focusing on micro-improvement makes it much more achievable. It’s not about reaching all your goals on day 1; it’s about what small improvements you can make each day to get you closer to your goals.”

Key Components of An Effective Three-Month Sales Plan

As a sales manager, before going into the smaller details that your 30-60-90 day plan will have, you’ll want to think about what to think about the high-level elements that it should include. Consider the following when creating your plan:

Use SMART Goals

In each stage of your strategy plan, your goals should be SMART: specific, measurable, attainable, realistic, and time-bound. For example, instead of saying, “ Learn more about our target accounts ,” a SMART goal would be, “ Within the first two months, identify our top 10 target accounts and reach out to half of them. ” SMART goals allow everyone to be on the same page and offer visibility into goal progress.

Take Company Objectives Into Account

When creating your 30-60-90 day plan, always consider the objectives of the broader team and the company as a whole. In fact, one of the first items in your plan should be to understand the company’s current goals and priorities and align your own objectives with those.

Includes Personal Goals

In addition to performance goals, a strong 30-60-90 strategy will include personal goals, as well. Whether you want to develop your professional skills, build strong relationships with key stakeholders, or join a workplace committee or club, defining your personal goals will create a more in-depth plan. 

“While many of our metrics are centered around getting leads and booking meetings,” Ferrera says, “I always encourage the team to carve out time for personal development, as well. I want them to be empowered to read a book or check out a webinar to gain valuable knowledge.”

Keep it Short and Sweet

Listing out goals for three months may seem daunting, but keeping it short and simple will make it more successful in the long run. Your 30-60-90 day plan should be skimmable and no more than one or two pages long.

30-60-90 Day Plan Template

First 30 days.

Your first month should be focused on learning . You’ll want to get up to speed on your new role, your sales team, and your new company as a whole. You’ll need to familiarize yourself with the team’s immediate and long-term priorities and the responsibilities of yourself and your direct reports. 

It’s also important to learn as much as you can about the product or solution you’re selling during your first 30 days. Watch sales training videos or past presentations, read through the website and sales documents, and review competitor websites. 

“This is when you get a holistic lay of the land,” Ferrera shares. “Especially as a manager, it’s important to really take the time to get to know your team. Gather an honest assessment from them about what’s currently working and what isn’t. Even though you’ll eventually be leading them, in the beginning, you’re there to learn as much from them just as they’ll be learning from you.”   

While every sales role may be slightly different, by the end of your first 30 days you should have:

• Completed the onboarding process and have access to all the tools and accounts used for sales (email, CRM software, sales management platform , etc).
• Learned the high-level priorities for yourself, your team, and the company
• Acquired a base-line knowledge of key products and services and understand your position in the market as well as competitors
• Established relationships with co-workers throughout the organization, including account management and customer success
• Immersed yourself in key internal documents and assets

First 60 Days

The second month in a new job should be focused on contributing. Now that you are beginning to feel more comfortable with the role and the company, you can begin to explore how you can actively make an impact on sales and strategy. You should now understand your products and the marketplace more comprehensively and begin to forge connections with prospects and potential partners. 

“As a Business Development Representative, the first 30 days are all about activity,” Ferrera says. “After a new hire learns the company and the product, we look at pure activity—how many calls or emails are they engaging in weekly. By day 60, we begin to look at effectiveness. How effective is our team in getting prospects on the phone?” 

A few goals by the end of day 60 may include:

• Deepen relationships and build further trust with your team
• Observe a more experienced member of the sales team by sitting in on calls
• Identify 10 prospects and schedule 5 meetings
• Fully understand and begin to utilize the internal sales tracking system
• Arrange a check-in with your manager to discuss goal progress and feedback
• Schedule coffee or lunch with a team member you haven’t gotten to know yet

First 90 Days

The focus of your 61-90 day strategy should be taking initiative. You should be completely familiar with your role, the company’s processes and KPIs, and begin to emerge as a trusted sales leader. At this point, you should have established your personal selling strategy and have your foot in the door with multiple strong prospects and high-quality leads, and, depending on how long the sales cycle is , maybe even closed a deal or two.   

Other benchmarks of your 90-day plan may include:

• Created credibility and a trustworthy environment amongst your team
• Led a sales meeting or shared performance report with key stakeholders
• Established a daily schedule for yourself and your team
• Spearheaded a new project or initiative to increase output
• Followed up with feedback given by peers or superiors
• Measured progress against your original 30-60-90 day plan

Looking Ahead

While an exact 30-60-90 day plan may not work for every sales role, it’s important to begin a new job with learning goals, performance goals, and personal goals. After three months of working on these objectives, you should be confident and comfortable in your role. You may not be a seasoned expert, but you should be forging relationships, delivering results, and solidifying your place as a valuable team member.

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Hit the ground running with this ultimate 30-60-90 day plan

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What is a 30-60-90 day plan?

6 benefits of a 30-60-90 day plan, when to use a 30-60-90 day plan, what to include in a 30-60-90 day plan, 30-60-90 day plan template for managers, 9 tips for creating a 30-60-90 day plan.

"The more I help out, the more successful I become. But I measure success in what it has done for the people around me. That is the real accolade." Adam Grant, organizational psychologist and BetterUp Science Board Advisor 

When it comes to setting your people up for success, a little help goes a long way. How are you setting up your workforce to reach its full potential ? 

Well, if you ask any leader, a lot of it comes down to helping your employees think strategically from the start. It’s beyond finishing a project, solving a problem, or completing the menial, day-to-day tasks.

Of course, the day-to-day duties help to get work done. But it’s also helping your employees connect their day-to-day to the larger purpose of work . Why does that purpose matter? How does their work connect to the organization’s goals, mission, or purpose? 

When I first started at BetterUp, my manager shared a fully fleshed-out spreadsheet and Google document as part of my 30-60-90 day plan. In these resources, there were targets to hit, milestones to reach, and tasks to complete. 

But more importantly than the line items was the sentiment: the strategy behind the 30-60-90 day plan helped to set me up for success. It was that extra mile to help out a new hire that allowed me to onboard successfully to my new role. And it was the help I needed to see the larger vision of how my work connected to organizational success , even if I didn’t fully know it yet. 

When we think about helping others around us be successful, having a plan is critical. In fact, 69% of employees are more likely to stay with a company for three years if they had a good onboarding experience.

Having a roadmap for the first three months can help your employees acclimate to the company culture. It'll also help them ramp up to the role and meaningfully connect with others — and ultimately lead to better performance.  

Sure, the plan might change. After all, we’re in a rapidly changing world where plans are often etched in pencil instead of stamped in pen. But if you’re hiring new employees or onboarding teammates, it’s important to give your workforce a sense of where you want to see them go. 

In this post, we’ll walk through what makes a good 30-60-90 day plan. We’ll also talk about the benefits of a good plan — and even give a template example to help you help your employees. 

First, let’s understand what defines a 30-60-90 day plan. The 30-60-90 plan is a key part of a robust onboarding process . And in remote and hybrid work environments, the onboarding process is more important than ever. It’s critical that in these early days of onboarding, you’re building culture and connection with your new employees. 

A 30-60-90 day plan is a document or resource that outlines the goals and strategies for a new employee within the first 90 days. It serves as a guide, a resource, and a checklist for your new hires.

When a new employee joins your organization, there’s likely a stage of information overload. In the onboarding process, the employee absorbs a lot of information. They might be networking and setting up coffee chats with other employees. They’re probably in a good chunk of training sessions and other sorts of new hire workshops. 

Depending on how your organization runs the onboarding process, your employees are likely trying to ramp up in their new roles. At the same time, they're also soaking in everything they can about the organization. All while your employees are acclimating to the new role, they’re also making connections. Or, at least, they should be.

In short: it’s a lot. It can feel overwhelming to retain all the information a new hire receives. Sometimes, it can lead to confusion or misalignment on overall goals. 

But with a 30-60-90 day plan, you’re able to clearly outline the expectations you have for your employee. As a manager, it’s a useful resource and tool to help keep the onboarding process on track. It can also serve as an accountability tool, one where you can ensure your employees are meeting your expectations. 

Let’s talk more about what benefits come with a clearly outlined 30-60-90 day plan. 

There are plenty of benefits to a 30-60-90 day plan, for both the employer and the employee. Here are six of our favorite benefits to consider. 

• It helps optimize productivity  

It sets clear expectations 

• It helps with goal setting  

It can help alleviate the new job jitters 

It empowers employees to self-manage their work , it serves as a reminder of priorities , it helps optimize productivity .

Ashley Ballard, social media manager, BetterUp, shared why a 30-60-90 day helped their productivity in the first three months of work. 

“I'm someone who benefits from an itemized list of expectations so that I’m not hindering my productivity by feeling anxious about my work product. It also keeps everyone on the same page about the meaning behind your role and how you will directly support team goals.” Ashley Ballard, social media manager  

As you’ll notice in some of these benefits of a 30-60-90 day plan, there’s a lot of overlap in what makes an employee productive. For Ashley, it’s clear expectations, alignment on the role, and clear communication about the priorities at hand. One could argue that all the benefits of a 30-60-90 day plan can contribute to overall increased productivity . 

It doesn’t get much clearer than getting a document of expectations in written form. At BetterUp, our 30-60-90 day plans come with a “checkbox” field to notch once you’ve completed the task at hand. 

Clear expectations can be hard to set, especially at the nebulous start of someone’s employment in a new role. But with a 30-60-90 day plan, you’re able to clearly outline your expectations as a manager. 

It helps with goal setting 

On my 30-60-90 day plan, I had a list of more administrative or mundane tasks. For example, I needed to upload my information into our HR management system. I needed to review the necessary policies and documents. I needed to set my email signature with the appropriate information. 

But it also outlined higher-level objectives. As a marketer and writer, I needed to learn the BetterUp voice, tone, and perspective. My manager clearly outlined blogs and resources that I could read, practice assignments that I could take on, and even some videos to watch. In fact, one of my goals was to write a blog within 30 days. 

Many of the new hire checklist items served as foundational tasks to get to me my goal. And by providing me with all the information at once, I could more easily connect the dots to the “why” behind some of the work I was receiving, too. 

Have you ever started a new job and not really know what you’re supposed to do with yourself? 

In my last job, I attended a half-day new hire orientation . I still remember going back to my desk upstairs, meeting my new manager, sitting down, and logging into my computer. I played around with my systems and got myself set up on my laptop. But after about an hour, I found myself spinning my chair around to my new boss and asking if I could help with anything. 

Frankly, I had no idea what I was supposed to be doing with myself. I felt that instant anxiety of not contributing anything meaningful, even though it was just my first day. 

There’s a lot of inherent pressure, stress, and anxiety that comes with starting a new job. New job anxiety is totally normal. It happens to all of us.

No matter how great we felt through the hiring process , on top of the world with our offer letter, as the new kid you can feel at loose ends pretty quickly. You waste time in self-doubt or doing unimportant tasks to look busy and loose confidence and momentum. But one way to help alleviate the jitters your employees are feeling is by giving them a plan. 

Ashley Strahm, content marketing manager, BetterUp, shared why she finds having set milestones in place can help reduce anxiety . 

“I’ve come to experience onboarding as a time where folks are the most hungry, curious, enthusiastic, and eager to please. Having a plan with milestones from the outset means that none of the initial emotions that come with starting a new job overwhelm or cause scattered or inefficient outreach — and anxiety about performance."  Ashley Strahm, content marketing manager

Without a 30-60-90 day plan, you couldn’t possibly have made the connections or digested the right resources to help quell those productivity nerves. And without it, you risk a big loss. Those early days are when new hires have the freshest eyes. It’s the best and most optimal opportunity to ask your new hires to observe and provide feedback. 

I’ve never heard of a manager that wants to hold their employees’ hands through every project. Sure, there are micromanagers who like to stay close to their employees’ work. 

But at BetterUp, we’re big believers in giving employees autonomy to self-manage their work. We talk about this in the context of some of our high-impact behaviors: extreme ownership, bias toward action, craftspersonship, and work to learn. 

Managers also need their time to focus on high-impact work and priorities. So when it comes to onboarding a new employee, it’s not plausible to walk your new hire through everything they need to know. And if you were to do so, it certainly wouldn't set them up for success. 

A 30-60-90 day plan empowers your employees to self-manage their work. By leveraging a 30-60-90 day plan as part of your onboarding strategy, you’re giving your employees autonomy to build their own schedules. It helps give them the roadmap but how they get to the final destination is up to them. 

Hand-in-hand with self-management comes managing priorities. We all know that work is busy. As your employees become more acclimated to the role, it’s likely their workload is gradually increasing. 

But with a 30-60-90 day plan, your employees are reminded of their priorities. And it’s on your employees to manage their priorities effectively, which is a good life and work muscle to flex. 

So, you might be wondering when to use a 30-60-90 day plan. When is it most effective? What situations will it have the most impact? Let’s dig in. 

30-60-90 day plan for an interview 

Job seekers, this is for you. If you want to knock the socks off a potential employer, consider putting together a 30-60-90 day plan for your interview. Even if it’s just an informational interview , you can show how you’d approach your first 90 days on the job. 

For example, let’s say you’re interviewing for a sales position. From the job description and from your informational interview, you know what markets you’ll be focused on. You also know about some target accounts and have a good sense of the industry.

While you might not know exactly what you are going to be doing, you have a good idea. You’ve worked in software sales for a while, enough to know how to approach breaking into a new market. 

So, you decide to come up with a proposed 30-60-90 day plan. You put together a rough sketch in a Google sheet about what you would focus on in your new role . 

30-60-90 day plan for a new job

More commonly, 30-60-90 day plans are used in the onboarding process. This is useful for both hiring managers and employees. For example, at BetterUp, I received my 30-60-90 day plan on my first day of employment. It helped to set expectations about what I would be focused on for the next three months. 

But some companies also use 30-60-90 day plans for things like performance reviews or even lateral moves within the organization. You can also use 30-60-90 day plans for project-based initiatives. 

First, it’s important to understand that 30-60-90 day plans should be personalized based on the employee. For example, a new employee in an entry-level position will probably have a radically different plan than that of a new executive. 

And 30-60-90 day plans for managers are going to look different than plans for individual contributors. There are nuances to these sorts of plans because of job responsibilities, work goals , expectations, and experience. 

But generally speaking, we can outline four key components of a 30-60-90 day plan. 

Expectations and concrete goals 

Go-to resources and information .

• New hire checklist or to-do list  
• Company mission, culture, the purpose of work  

Every 30-60-90 day plan should have clear expectations and concrete goals. As a manager, it’s important to clearly communicate the expectations you have for your employees. For example, my manager has created a couple of documents that very clearly outline the expectations of her employees. 

Oftentimes, expectations serve as the foundation for your working relationships. As part of my 30-60-90 day plan, my manager also asked about my expectations. In a lot of ways, it’s a two-way street.

I filled out a document that outlined my preferred working style, my communication style, and how I  resolve conflict . It helped both parties to essentially get a good sense of how the other works. 

Along the same vein of expectations are goals. My manager expressed some clear goals that she wanted me to reach within my first 90 days. But I also had the opportunity to think about my own personal goals and what I wanted to accomplish.

Together, we iterated on the plan to come up with an action plan. Some of these goals can ladder up to other big milestones that you’d like to have your employees reach along the way. 

The world of work is a complex one. Especially in today’s day and age, there’s a lot of information that’s probably changing rapidly. 

For example, is your workforce hybrid or remote? What sort of COVID-19 guidelines are in place? How do you submit your expense reports or ask for time off? What systems does your organization use for benefits ? What employee resource groups or culture programs does your organization have? 

A 30-60-90 day plan is a good one-stop-shop for all the resources your new hire will need. It’s a great reference and resources with a wealth of information (and can help your employee become more self-sufficient, too). 

New hire checklist or to-do list 

When an employee joins a company, there are a lot of “tasks” that need to be done. For example, I needed to enroll in my benefits and 401K. I needed to upload my personal contact information into our human resources management system. I needed to upload my Slack photo and put my preferred pronouns on my email signature and Slack profile. 

A 30-60-90 day plan is a great place for all of the one-off tasks that every new hire needs to complete. It also helps keep your employees on track with all the administrative and HR tasks needed within the first couple of months of employment. 

Company mission, culture, and purpose of work 

Last but certainly not least, your employees need to understand the purpose of work. This likely won’t “click” fully in the first 30 (or even 90) days. But it’s important to start drawing connections between their work and the company’s vision early on. 

In a recent Forbes article, Great Place to Work® released new data around employee retention . One of the top drivers? Purpose. In fact, employees at top-rated workplaces in the US reported that if they feel their work has a purpose , their intent to stay at said companies triples.

Don’t dismiss the role that purpose plays in your organization. At BetterUp, we’re on a mission to help everyone everywhere live with greater purpose, clarity, and passion . This can only happen if employees understand their purpose and the role of their work in the company’s mission. 

We’ve created a free draft 30-60-90 day plan template to use for managers. Access the draft template and start using it today. 

30-60-90 day plan for interviews

As mentioned earlier, there are some situations where an employee may prepare a 30-60-90 day plan as part of an interview. Or, perhaps as part of your company’s hiring process, you ask job applicants to put together their plans. 

With these elements, you’ll be sure the candidate is ready to hit the ground running. Here are some key components you should look for in a job applicant’s 30-60-90 day plan: 

• Short-term goals (generally achievable, time-bound goals)
• Long-term goals (that are also measurable goals)   
• Establishing metrics for success 
• Outlined priorities (especially for the first week) 
• Learning new processes 
• Meeting the new team and team members 
• Any learning goals (or professional development goals ) 

Of course, your 30-60-90 day play is going to be catered to each individual. We’re all human with different responsibilities needed. Keep these nine tips in mind as you put together your 30-60-90 day plans. 

• Set SMART goals  
• Consider what you want your employee to prioritize 
• Encourage professional development  
• Encourage reflection time 
• Outline goals into months: first month, second month, third month 
• Ask for input from your employees and direct reports 
• Promote ongoing learning about the company culture and purpose 
• Adjust (and readjust) as needed 
• Follow-up on the progress 

You can always work with a coach to help outline what might be needed in your 30-60-90 day plan. A coach will have a wealth of experience in the field and an objective, third-party perspective. With guidance from BetterUp, you can ensure you’re setting up your people for success.

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Madeline Miles

Madeline is a writer, communicator, and storyteller who is passionate about using words to help drive positive change. She holds a bachelor's in English Creative Writing and Communication Studies and lives in Denver, Colorado. In her spare time, she's usually somewhere outside (preferably in the mountains) — and enjoys poetry and fiction.

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How to Create a 30 60 90 Day Sales Plan?

Starting to work as a new sales manager can be nerve-wracking. A proper 30 60 90 day sales plan would make your role as a new sales manager easy and focused. Let’s understand how to create a 30 60 90 day plan for a sales manager.

Stepping into a new Sales Manager position can be both exciting and terrifying. You are not only expected to deliver results but also inspire the team to be successful. You will have a limited window to step in the shoes and quickly grow to become a successful leader. You must plan effectively, control the time available, and make the most of the available resources.

Successful new sales managers rely on the 30 60 90 day sales plan to drive their onboarding, prioritization, and focus on what matters, especially in their early days. They use a 30 60 90 day sales plan as a framework for success, outlining the goals and maximizing their output by thinking and planning. Let’s understand how to create a 30 60 90 day sales plan. 

What is a 30 60 90 Day Sales Plan?

The 30 60 90 day sales plan is designed to allow new Sales Managers to understand the product, process, and the people involved, making effective strategies and plans based on their priorities.

This three-month plan is strategically designed for successfully training the sales managers and their teams. It is also a good tool for candidates to build a strong impression in the interviews, making them stand out. 

What Is A 30 60 90 Day Sales Plan

MUST READ: 30 60 90 Day Plan for New Managers

What to include in a 30 60 90 Day Sales Plan?

While making a 30 60 90 day sales action plan for yourself or a new employee, ensure that

each phase of your 30-60-90 day plan has a specific focus, priorities, sales goals, and a plan for measuring success. The outline of each 30 day plan looks something like this:

Day 0 to Day 30: In the initial month, new sales managers learn everything about the company, its products and services, and its customers. 

Day 31 to Day 60: In this phase, the team starts implementing what they have learned and starts the sales and performance tracking process. 

Day 61 to Day 90: In this last phase of the 30 60 90 day plan, the sales managers examine the actions taken and their outcomes. This helps in identifying the failures and areas of improvement.

This plan is helpful to keep yourself tracked and focus on specific targets for the quarter. A 30 60 90 day sales manager plan can’t be achieved if it’s rushed. Let’s understand how to create a 30 60 90 day plan.

What To Include In A 30 60 90 Day Sales Plan

ALSO READ: How to create a 30 60 90 day Marketing Plan?

Creating Day 0-30 Plan

As with everything, the first aspect of the 30-day plan is to grasp as much as possible of the company culture, strategy, goals, and people. Familiarize yourself with the company and understand your role within the existing structure. Don’t be in a hurry to move on to the execution of plans. Integrate yourself within the company and understand what is expected of you as a Sales Manager.

Once you feel sufficiently informed about the company’s strategy, ethics, product, and goals, move on to your planning phase. Take inspiration from your company’s past successes and failures and how you, as the new Sales Manager, can optimize the process and utilize/change the existing model to fit the company’s needs better.

What to include in your 30-day plan?

• Settle Down

Here’s where you account for the transition and take control as a Sales Manager.

• Memorize the organization chart and take control of the schedules.
• Set up one-on-one meetings to better understand your team and build trust.
• Understand the current operating rhythms through regular meetings.
• Immerse yourself in key documents.
• Clarify Mandate

One of the key components of a good 30 60 90 day plan is to account for the transition and understand the mandate dictated by the company.

• Understand the Sales Head’s appetite for change, perception of sales challenges, and the drivers of these challenges.
• Understand any shortcomings of previous Sales Manager.
• Learn who the Sales Head trusts – or doesn’t trust – and why.
• Begin to understand the leadership bench and next-generation seller workforce.
• Define Role Effectiveness In the New Organisation

This is where you understand your role within the company and how you plan to take control of the operations within the sales team.

• Focus on leader-owned resources and priorities for individual performance.
• Use and contribute value throughout the enterprise.
• Give and take input from salespeople, cross-functional peers, and leaders to improve the broader enterprise.
• Facilitate sales team performance rather than direct it.
• Push information to and pull value from multiple teams, ensuring team contributions receive the resources and visibility needed for success.

Creating Day 31-60 Plan

Analyze your company’s core processes in detail because it’s time for you to start executing some of your ideas and plans. By this point, you should be able to evaluate your company’s management system better as you become familiar with your team, superiors, and partners. It is now time for you to take on greater responsibilities for providing results and ensuring greater output from your role as a Sales Manager.

What to include in your 60-day plan?

• Establish relationships with key stakeholders

Build a relationship with everyone involved in your company’s core processes.

• The Sales Head— Solidify your working relationship with the Sales Head/or your manager.
• Key stakeholders from peer functions — Individuals from marketing, HR, finance, IT, etc. can provide valuable insights that will help to shape the direction of your strategic vision and identify opportunities for functional improvement.
• Key customers — These strategic accounts provide outside perspective to help shape and validate your initial plans for functional improvement; their perspectives are critical to understanding how your best customers buy and use your products or solutions.
• Build Team Trust

Trust, responsibility, and credibility are the key characteristics of a successful Sales Manager.

• Make a personal connection by letting the team get to know you, not just getting to know the people on the team.
• Be transparent about what you do and don’t know to avoid information gaps that could prompt speculation and false rumours.
• Show competence by demonstrating your skills and openly acknowledging gaps, which can boost credibility in areas you know.
• Develop Your Personal Brand

Understand your company’s priorities, consider your career growth and the company’s trajectory.

• Conduct an in-depth listening tour and maturity assessment to identify and prioritize new standards and goals for the sales organization.
• Quickly understand organizational priorities.
• Understand the full extent/scope where the predecessor underperformed.
• Clearly define strategic priorities with executives.
• Strengthen relationships affected by underperformance.
• Explicitly signal continuity or discontinuity based on the performance of the predecessor.
• Continue successful activities and operations.
• Identify focused opportunities for improvement.

Creating Day 61-90 Plan

Evaluate, Experiment, and Emerge as a Trusted Leader. By this point, you should already be familiar with your company’s processes and the metrics for evaluation. Your goals and your company’s expectations should be perfectly aligned at this point, and all that should be left is for you to evaluate your position in the company and your plans for the future of sales within your capacity as a Sales Manager.

Communicate effectively with your team and management to get everyone on the same page. Assess what’s working and what needs to be changed. This is where you emerge as a leader in your position, and you should have a team behind you that trusts and respects your abilities and decisions.

What to include in your 90-day plan?

• Make Broader Assessments

Analyze your company’s successes and failures, and plan where to go.

• Assess the organization’s culture.
• Robustly assess current commercial performance.
• Evaluate sales talent and resources.
• Assess organizational structures, technologies, and processes.
• Create And Communicate Priorities

Using effective business practices, strategize how to pursue your company’s goals.

• Deliver a collective quick win related to an enterprise strategic initiative.
• (Re)define operational and strategic priorities.
• Communicate your strategic priorities.
• Create And Adhere To A Measurement Plan

Prepare a measurement plan to optimize your functions and work according to feedback.

• Measure progress against strategic priorities.
• Measure current functional effectiveness and maturity.
• Measure the function’s current maturity.

30 60 90 day plan templates can prepare you for an effective transition from someone just finding their footing within their position to someone integral to the core processes of a company. This plan should be built thoughtfully and methodically to be effective. Last but not the least, plans need solid execution to be impactful.

No 30 60 90 day plan shall be rushed or made in a way that sets unrealistic goals or needs to be clarified with the end goal. To help you create an impactful 30 60 90 day sales plan with clear and set goals, refer to pre-made professionally designed 30 60 90 day plan PowerPoint templates . 

A sales manager needs to present and win their clients. Create effective presentations with our presentation design services and win multiple clients in your first 90 days as a Sales Manager!

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30 60 90 Day Marketing Plan

30-60-90 Sales Plan Template

Identify business targets for the next three months.

• 1 Increase marketing efforts
• 2 Launch new products or services
• 3 Expand into new markets
• 4 Improve customer retention
• 5 Bolster partnerships with key clients

Analyse competitive landscape

• 1 Strong brand recognition
• 2 High-quality products/services
• 3 Advanced technology
• 4 Extensive distribution network
• 5 Excellent customer service

Develop customer acquisition strategies

• 1 Social media advertising
• 2 Search engine optimization (SEO)
• 3 Email marketing
• 4 Content marketing
• 5 Referral programs

Identify key performance indicators (KPIs) for sales targets

• 1 Revenue growth
• 2 Conversion rate
• 3 Average order value
• 4 Customer lifetime value
• 5 Sales pipeline conversion rate

Plan Training and Development programs for team

• 1 Product knowledge
• 2 Sales techniques
• 3 Negotiation skills
• 4 Communication skills
• 5 Customer relationship management (CRM)

Work with marketing team to develop collateral

• 1 Brochures
• 2 Presentations
• 3 Case studies
• 4 White papers
• 5 Testimonials

Develop strategy for further prospecting

• 1 Cold calling
• 2 Email marketing campaign
• 3 Content marketing
• 4 Partnerships
• 5 Referrals

Approval: Sales Manager on prospection strategy

• Develop strategy for further prospecting Will be submitted

Establish solid relationship with key clients

• 1 Dedicated account manager
• 2 Priority support
• 3 Exclusive discounts
• 4 Customized solutions
• 5 Training or onboarding support

Schedule regular status-update meetings

Develop a risk-assessment plan.

• 1 Market volatility
• 2 Competitor actions
• 3 Economic factors
• 4 Regulatory changes
• 5 Supply chain disruptions

Approval: Finance Team on Risk-Assessment Plan

• Develop a risk-assessment plan Will be submitted

Review Sales team performances and metrics

• 1 Sales revenue
• 3 Average deal size
• 4 Customer retention rate
• 5 Sales cycle length

Approval: HR on Sales Team Performance Review

• Review Sales team performances and metrics Will be submitted

Create a system for tracking sales activities

• 1 CRM software
• 2 Sales enablement platform
• 3 Spreadsheets
• 4 Project management tools
• 5 Analytics tools

Implement plans for next 30 days

• 1 Prepare sales presentations
• 2 Contact potential customers
• 3 Review pricing strategies
• 4 Follow up on leads
• 5 Evaluate marketing campaigns

Evaluate success of the implemented plans

• 1 Achievement of sales targets
• 2 Customer satisfaction ratings
• 3 ROI on marketing activities
• 4 Number of new customers acquired
• 5 Improvement in sales productivity

Approval: Board of Directors on the achievements

• Evaluate success of the implemented plans Will be submitted

Analyze ROI from sales activities

• 1 Identify high-performing sales channels
• 2 Assess cost-effectiveness of marketing campaigns
• 3 Evaluate profitability of different customer segments
• 4 Optimize resource allocation
• 5 Identify areas for improvement in sales processes

Plan for next 60 and 90 days using data and feedback

• 1 Launch new products or services
• 2 Expand into new markets
• 3 Strengthen partnerships with key clients
• 4 Implement sales process improvements
• 5 Leverage emerging technologies

Take control of your workflows today.

More templates like this.

The Complete 30-60-90 Day Plan for a New Sales Territory (Plus Templates for Interviews and Managers)

Oct 11, 2020

A new sales position can be daunting. After all, you’ve just been entrusted with a big bucket of potential, and it’s your job to turn it into gold (. . . or revenue, but you get it). It’s your name on the spreadsheet, your prospects to win or lose, and your commissions for the taking.

Working with new leadership can be daunting too, since they want to make sure that you are on the same page with the company. It’s hard to prove that you are doing your job while you are still trying to learn the ropes and your metrics need time to line up with your colleagues.

No pressure, right?

During these critical early days, a game plan is essential. An organized schedule can help you prioritize all the vital tasks and adapt to your new environment. That’s where 30-60-90 day sales plans come into the picture.

A sales plan can help you figure out exactly how you will best execute your new position. For sales reps, it also helps take the pressure off of sales management with clear timelines and goals that they can monitor. For leadership, coming up with the right sales plan will make sure that sales reps are completing what they need to be successful and ensures that everyone is on the same page.

We’re going to show you how to build out a strategy that will help you go from getting the territory to absolutely crushing it in just three months . And the best part is, you even will know when to implement what .

Here’s what you need to know about 90 days sales plan and 30-60-90 day sales templates to get you started.

Table of Contents

1. What Is a 30-60-90 Day Plan?

2. When to Use a 30-60-90 Day Sales Plan

3. How Long Should a 30-60-90 Day Sales Plan Be?

4. 30-60-90 Day Plan Templates for Better Sales

Template #1: 30-60-90 Day Plan for an Interview

Template #2: 30-60-90 day plan for a new sales territory, template #3: 30-60-90 day plan for managing a new team.

5. Day 91: What Now?

What Is a 30-60-90 Territory Plan?

Simply put, a 30-60-90 plan is when you strategize action steps and goals to accomplish in the first 30, 60, and 90 days of a new sales territory or position.

The plan is helpful not only for keeping yourself focused on specific targets but also for keeping your manager in the loop. The truth is, managers love 30-60-90 plans. Often, hiring managers will even ask potential sales reps to lay one out in their interview process. It’s good stuff.

There’s not a single “right way” to do these plans. But generally, they’re broken down like this:

• Days 1 through 30: Learn all you can
• Days 31 through 60: Put a plan into action
• Days 61 through 90: Make the plan better

Getting down to the details and being on the same page with your manager is a fantastic way to avoid stresses down the road for all parties. For example, if your manager knows you have a big push planned for days 31 to 60, then they’ll be able to take a breath and give you a bit more space to get acquainted with your territory from 1 to 30.

Alright, now that you know what we’re talking about, let’s get into it.

When to Use a 30-60-90 Day Sales Plan

A 30-60-90 day plan is useful for mapping out the transitions in your career. Whether starting, taking on new responsibilities, or ready for growth, you can tailor your plan to meet whatever your environment. How you want to structure your sales plan depends heavily on what you want to use it to achieve. Some of the most common times that a sales plan is used include:

Interviewing for a New Sales Position

You nailed the initial interviews, have the experience and references to land a great sales job. As you enter the final round of interviews, though, you’ll be up against other candidates that are just as likable and qualified as you. A sales plan is a great way to highlight exactly what you can bring to their company.

It’s common for hiring managers to ask about a sales plan, and it’s a critical way for you to distinguish yourself from the other candidates. Often, the manager may casually ask what your plan is for the first 30, 60,  and 90 days on the job. In most cases, you would benefit from having a formal plan drawn up to show that you have carefully thought through how you will tackle the job.  Done well, a sales plan will enable your hiring manager to view you in your position and what would make you excel in the company.

On a New Job

Another situation that you may find yourself crafting a sales plan is early into a new job, typically during the first week. Outlining your 30-60-90 day plan will allow you to communicate with leadership so they understand how you operate and how they can best support you during the onboarding and ramp-up process. It is also a chance for you to discuss how your goals align with the company goals and discuss any questions or concerns you have about your new role.

Once you start a new job, you’ll have a clearer picture of the company’s goals to align your sales plan. Even if you came up with a sales plan during the interview process, it is time to review your plan in light of your better understanding of your new company.

Starting a new job can be overwhelming. Even if you are not required to create a sales plan when you start at a company, creating one for yourself might provide you with the clarity and vision you need to excel as quickly as possible.

Assignment to a New Territory

Sales is fluid, and even the most senior reps may find change necessary during their careers. Whether a change in a territory or learning new technology, you will likely find yourself starting over again while working for the same company.

A 30-60-90 sales plan during this time can be critical to ensure your success during the transition. It can offer organization and clarity necessary so you can concentrate on what is important and make things as smooth as possible.

If you’ve been assigned to a new territory or part of your region has shifted, you’ll want to develop a 30-60-90 day plan to get ahead of it. It’s no easy task to become acquainted with a new market. Sometimes managers will require this, but if not, you should come up with a focused plan to get organized.

Create a Leadership Strategy

Entering a company as a leader can be a challenging prospect. Each company has its own unique goals, objectives, and values that leaders need to learn. Plus, every team has a different dynamic with unique strengths and weaknesses. Even experienced managers and leaders need time to understand these before making changes. However, they may feel pressure to make immediate improvements to establish their worth.

A 30-60-90 plan is a valuable tool for new managers to establish themselves. It allows them to stay on the same page with the rest of leadership and create a strategy for making improvements. The right strategy will allow them time to understand the dynamics of the company and team they will lead so that they can manage effectively.

Leveling Up Sales Skills

Success in sales does not happen by accident. It takes intentionality and drive to make sure you are hitting not only your quotas but your own professional goals as well.

It’s not a bad idea to implement these kinds of plans on a semi-regular basis. You can use a 30-60-90 plan to audit the way you’re approaching your customers and improve upon your messaging. It’s especially helpful during times of change — for instance, during an economic downturn or when your organization is adjusting their product/market fit is an excellent time to use a 30-60-90 plan.

Whether you want to move up in your company or just want a larger commission check, a sales plan can help you start making your dreams a reality.

How Long Should a 30-60-90 Day Sales Plan Be?

The length of a sales plan can vary widely. The average length typically spans anywhere from 3-8 pages.

How in-depth should your plan be? It depends on what you are using your plan for. If you have a new position with multiple responsibilities, you might benefit from a longer document that can tackle your goals and plans for each part of the job. For an interview, a shorter plan would be better to keep your answer from being long and rambling (a classic interview mistake).

Your sales plan should be as long as you need it to be. Don’t feel pressured to make it longer if there is not as much to tackle, but make sure that it is adequate to address all of your needs.

30-60-90 Day Plan Templates for Better Sales

Now that we’ve discussed the general outline of a sales plan, it’s time to dive into what that means specifically. We have broken down what your plan should look like based on what you are using it to accomplish.

Some of the most common templates for 30-60-90 day sales plans include:

A 30-60-90 day sales plan is one of the best ways to prepare yourself for your big interview. Even if the hiring manager doesn’t ask about your plan, it is a critical opportunity for you to research and strategize to be prepared.

Days 1-30: Gain an Understanding of the Company Values and Analyze Your Market

Coming up with the right sales plan from scratch is all about defining what success looks like in the beginning.

When it comes to a sales plan for an interview, it takes some more creative thinking to define and segment your goals. It is especially challenging because you most likely have not received clear company goals to outline.

However, you can still get a general outline to differentiate yourself from the other candidates. Take a careful look at the job description to find the necessary responsibility and qualifications for the position. What is emphasized in the description and qualifications? Is there any overlap in the two that seem significant? You can use these to distinguish goals to create an effective plan.

At its most basic, your first 30 days should include:

• Completing company training to learn valuable skills and their objectives . This goes beyond simply completing a training course and getting insights into your company and team’s high-level priorities. Understand their objectives for the future and the core goals to get you there.
• Gain an in-depth understanding of the company products or services. Your goal should be to gain mastery as soon as possible to help you advise customers and provide valuable information.
• Understand. who your target market is. Research to find out more about them. This is the time, for example, to research buyer personas and how your product or service uniquely serves them.
• Create connections in your organization . Not only should you be connecting with your sales team, but also key players for your customers. For example, you should get to know customer service and IT to create one comprehensive team for your clients.

Incorporating all of these elements should give you the chance to schedule weekly checkpoints to spend 1:1 time with a mentor or leadership to report on your progress. It is also a critical time to get support and advice for anything that comes up during this time.

Days 31-60: Get On-The-Ground Training

The first 30 days are critical to getting a solid foundation and understanding of your company. While you may still be speaking with customers depending on the company, most of your energy will be spent getting a general understanding of the company, your team, and customers. The next phase of your training plan, then, is making this theoretical knowledge practical.

The 60-day portion of your plan will likely concentrate on getting practical, on-the-ground training to put the knowledge you gained in the first 30 days to use:

• Set and revise your sales goals . You can decide what works well and resonates with customers, and what does not.
• Get to know your prospects and how you can improve the customer experience. Your hands-on experience should also give you a better understanding of your market and where you can support your customers.
• Find a mentor or more experienced team member during this time. You can shadow them to see how they best manage their territories and make sales. You can also role-play with them to sharpen your skills.

Days 61-90: Refining Your Goals and Plans

Now that you have received critical training and an in-depth understanding of your company, team, and customers, the last part of your sales plan should put that all together. It is a chance to put everything you learned together to make the most impact.

The last part of your plan should include these elements:

• Adjust your goals in light of everything you have learned.
• Optimize your list of prospects and customers to ensure you are reaching the maximum number of people possible.
• Think through your schedule . Are there certain days or times that are better for prospecting? Can you batch your schedule or schedule routes to make the most use of your time? Make the most of your time to set yourself up for success.
• Get feedback from team members and leadership. Their experience can help guide you to be as effective as possible and line up your goals with your organization. Actively seek feedback and use it to shape your strategy and goals.

The final step in a general, interview-ready sales plan is refining and perfecting your sales strategy. Now is the time to learn, adjust, and optimize your sales approach.

Although a territory change does not require as much adjustment as starting at a new company from scratch, it does come with unique challenges. A solid sales plan will help ensure that you continue to meet and exceed your sales goals no matter where you are.

Here is a sample template for a territory change:

Days 1-30: Understand and Analyze Your Market with a Strategic Sales Plan

When you are just handed a brand-new territory, it pays off to do your research and understand the direction you need to go in before diving into a set plan. Rather than sprinting off blindly into the distance, let’s take these next thirty days to get fully acquainted with the market and create a strategic sales territory plan .

Sales territory plans help you orient yourself and lay out a clear, intentional approach to your sales. This is essential because when you are intentional, you’re better able to measure your results and optimize down the road.

This may seem a bit simple, but it’s imperative— don’t skip it! Before you can do anything, you need to define your market and environment quantitatively . Get started by asking specific questions with objective answers:

• What are the literal geographical bounds of this territory?
• How big is the Serviceable Addressable Market (or SAM ) in this territory? Or what is the value of this specific territory? You can look at profitability, potential deal values, total number of prospects, or leads—whatever is the most relevant KPI for your goals.
• How big is your Share of the Market (SOM)? Or, how much of the SAM can your company reasonably serve? Think about your available resources.

• What are the demographics of this territory? Are the companies large or small? What industry are they in? How educated are they about your solution?
• What spending power do these prospects have?
• What competitors are already here?

The more interview questions you ask, the better prepared you will be down the road—so don’t be afraid to dig in.

Once you’ve collected your data, it’s time to make sense of it. Analyze your leads and evaluate them based on overall quality .

Your business goals define “quality.” If your current goal is to maximize revenue, you should look at potential revenue as your main KPI . If your goal is to minimize churn, you should look at the likelihood that the prospects would stick around.

Finally, you can divide your market into segments that help you target them more efficiently and effectively . It’s important to remember that segments aren’t made arbitrarily. Instead, they are defined by four things:

• Substantiality : Are there enough leads to make this segment worthwhile?
• Measurability : Can you easily identify who belongs in this segment?
• Accessibility : Does this segment represent actual prospects in your territory?
• Responsiveness : Does this segment require different sales or marketing tactics than other segments?

Typically, segments that meet these four criteria will be related to a relevant to your target KPI (noticing a theme here?). Some salespeople choose to create three segments based on the amount of “touch” (or work) involved in converting them: low touch, medium touch, and high touch. The choice is yours!

Complete a SWOT Analysis

Now that you know the basics about your territory, it’s time to evaluate your team’s relationship to it with a SWOT analysis.

“SWOT” is an acronym that stands for Strengths, Weaknesses, Opportunities, and Threats. Like most great tools, it seems simple at first, but you’ll find it to be invaluable as we build up our strategic sales plan.

“Strengths” and “Weaknesses” both look at the internal advantages and disadvantages your team has in this particular territory. They are directly related to your team—for example, the number of resources at your disposal.

“Opportunities” and “Threats” are external advantages and disadvantages. This has to do with the territory itself and the environment. For example, you may include competitors with a strong foothold as a threat or an underserved market as an opportunity.

Complete your own SWOT analysis by dividing a piece of paper into four columns and giving yourself some time to brainstorm. Take this exercise seriously—it’s going to come in handy soon when we start planning action steps.

Define Success

By now, the answer may be obvious, but it’s still essential to write it out explicitly and concisely: what exactly would success look like in this territory? What is your most important KPI ? Based on your research, what is a reasonable but challenging expectation for you to achieve?

This is when you want to set tangible goals for yourself—a process called sales accountability , which has been shown to drive productivity, increase sales, and improve customer satisfaction. Sales accountability is all about setting specific sales quotas and goals and holding yourself accountable for hitting them.

When deciding what your goals should be, choose something that’s SMART—you know, Specific, Measurable, Attainable, Relevant, and Timely . (We’re really all about the acronyms here at MMC.)

Create Action Items

Finally, what we’ve all been waiting for: action items. This is the final step of creating your strategic sales territory plan. Now, you’re going to write out the blueprint that will be your guide for the following thirty days.

To find specific actions you should take to reach your SMART goals , return to your SWOT analysis, ask yourself how to take advantage of your Strengths and Opportunities, and neutralize your Weaknesses and Threats. For example:

• Is there an untapped market you can reach? How will you reach it?
• Who is your biggest competitor here? Why is your company the better choice? How will you convey this to your prospects?
• How can you let each of the team members at your disposal shine? How can you utilize their skills?

Write it out. This is going to be your guide for the next 30 days when you execute and evaluate.

Days 31-60: Execute Your Plan and Get Qualitative Feedback

For days 31 through 60, it’s time to put the pedal to the metal, for the rubber to hit the road, to make like Nike and “just do it.” It’s time to put your strategic sales territory plan into action.

For these thirty days, you’re going to have a fuller calendar than you could imagine. Your goal is to keep your head up and keep moving forward. Think of it like a writer’s first draft—you need to get something on the page to improve upon it later.

In addition to hitting your action items, here are some critical tasks for you to complete during this time.

Find New Leads

There are always more leads out there, and the more acquainted you get with your territory, the better you’ll know how (and where) to look for new customers.

The best way to find new leads is to excel at serving the customers you currently have . When you leave a path of satisfied customers in your wake, you increase your referral rate and generate free positive “press” (people talk!). Even better, these leads are warm, which means less work for a higher close rate.

Optimize Your Route

Now that you know where you need to go, you can start optimizing your route . Use a digital tool like Map My Customers to discover how to get from Customer A to Customer B and then to Customer C more efficiently —and, better yet, what order to visit them in.

See a hands-on product tour of Map My Customers

Depending on your priorities, you can choose to optimize for time spent driving, distance covered, or a specific order in which you need to meet with clients. You can save up to 30% on gas just by making this simple change!

Get Qualitative Feedback

At this point in the game, it’s too early to have a significant amount of meaningful numerical data. Instead, it’s the perfect time to lean into qualitative feedback from your own team, your customers, and your prospects.

Be sure to regularly check in with your team to see how they think things are going and if they have any ideas. A good way to do this is to schedule a time in advance for a quick touch-base with each person. Try to come to that meeting ready to listen.

You can also meet with a mentor figure at your company . This person may be in another team or higher up. The point is that they have the experience, and you value their opinion. Ask to grab coffee with them and show them what you’re up to. See if they have any useful pointers.

And, of course, you can always get feedback from your customers—and even the deals that don’t go through (which, as sad as it is, is typically the most helpful of all).

Lastly, use surveys, questionnaires, and interviews to gather as much information as possible from your customers about why they did or didn’t buy, what other solutions they considered, what they think of your business so far, etc. As they say, the customer is always right—so figure out what they think!

90: Optimize and Implement New Strategies by Using Sales Analytics

You’re nearly there—it’s the home stretch! These final thirty days are all about taking what you did up to now and doing it better . Fortunately, you should finally have some of your very own data to work with, which will give you an enormous advantage.

Run the Numbers

Now that you’ve had time for data to accumulate, we can finally get to analyzing. This is the back end of that “sales accountability” we talked about before—it’s time to see if you hit your goals.

By referencing your CRM , lay out your data in a way that helps you to make sense of it all (we love graphs). Be sure to look not just as your main KPI but at all relevant data points. Review the results with your entire team to see where you did well, where you can improve, and what was successful .

Look at the numbers and the qualitative feedback you collected side-by-side. What’s the story here? It can be useful at this point to also evaluate how specific action steps you took played out. Did they help you to address the Weakness or Threats that you identified? Or do you need a new plan?

Then, take the numbers even further. Go beyond what’s currently happening with your customers and discern what is likely to happen down the road with predictive analytics and sales forecasting .

For example, if you notice a customer has been calling into customer support more than usual—a red flag that they may churn soon—you can reach out to them with a special or thoughtful offer to keep them on board.

Individual Account Reviews

Often, figuring out the best way to serve a current customer is as simple as just asking. Maintaining a positive relationship with your customers is all about staying one step ahead and showing them that you’re thinking of them. Accomplish this by scheduling individual account reviews for each of your clients .

In these meetings, you can ask critical questions to help you better serve your client. For example:

• How has our service been?
• Have we been able to help you improve your KPI?
• How could we serve you better?
• What else are you working towards or struggling with?

This is an opportunity to gather invaluable qualitative feedback and upsell or cross-sell existing customers. Whatever you do, be sure to be empathetic —only sell what you genuinely think will be good for them

Automate Your Sales Processes

It’s hard to automate systems before you’ve worked out the kinks, but by now, you should be prepared to switch some tasks over to some handy-dandy robots (or software, but same thing).

To find the best ways to automate your processes, first, take a day or two to organize your CRM .

When you adjust to a new territory, it’s normal to be overwhelmed and make silly mistakes with your CRM. Go back through and make sure that you’ve logged all the relevant information completely and correctly.

Then, you can take a look at some of the easiest ways to automate (and the best tools out there ). That way, you can focus less on menial tasks and more on selling.

A 30-60-90 day plan is not just for sales reps. It’s a critical tool for leadership to make concrete plans to meet their goals as well. With different roles and goals, though, the 30-60-90 day plan will look far different than a general sales plan:

Day 1-30: Get to Know Your Team

The first month of any job requires getting to know the company. You should be taking this time to learn about policies, goals, and how the company works. For leadership, in particular, this includes getting to know your team and how it currently operates.

The first month should dive deep into learning about your company in general. You should be learning about your product or service, the target market, metrics, and trends. Your team will rely on your expertise, so an in-depth understanding will be vital to your position.

Beyond the technical expertise, use this time to have conversations with your direct reports and get to know them. They can provide valuable insights to help direct your goals and understand each team member’s strengths and weaknesses.

No two teams are exactly alike. Each person brings something different to the team, and each team has different strengths and weaknesses. It’s impossible to be an effective leader and keep your team happy and motivated if you don’t take the time to understand their unique dynamics. A deep team understanding is critical to good leadership.

Days 31-60: Bringing Your Skills to the Team

While the first 30 days are about getting a more in-depth understanding of your company and team, the next 30 days are your chance to start making tangible and useful changes. You are hired for your unique skill set, so now is the time to impart that onto your team.

Take this time to identify any skills gap on your team. For example, does your team lack a tech expert to help other members navigate their sales technology? See where you can offer your expertise and where training might be necessary.

Based on what you have observed in your team and your understanding of your company, now is also a time to create goals for your team. Being able to impart a vision to your team is valuable for maintaining morale and guiding their decisions. With measurable goals, you can help shape how the team operates to meet the overall company goals.

Days 61-90: Develop and Draft a Training Strategy

Having identified your team’s gaps and goals, your final 30 days might be developing a training strategy to overcome any skills gaps and guide your direct reports into their roles in the future. It is where you take practical steps to address what you have learned and identified in the first 60 days.

While you may not be promoting people quite yet, your time so far should give you a sense of everyone’s strengths and weaknesses. Your final process should be coming up with the best plan to coach them to where they can be and want to be in the future.

Day 91: What Now?

Congratulations! You’ve officially gone from getting a new sales job or territory to crushing it in just 90 days. How does it feel?

Remember that “crushing it” is all about constant improvement. If you’re trying new things, looking for new opportunities, seeking out new leads, and generally playing an active role in your position, you’ll always be crushing it—even if one specific campaign isn’t a resounding success.

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Understanding 30-60-90 sales plans and incorporating them into a presentation

Get your team on prezi – watch this on demand video.

Anete Ezera April 16, 2024

30-60-90 sales plans are essential tools for sales professionals, providing a clear roadmap for the first three months on the job. They help in setting realistic goals and strategies for achieving sales success. As presentations play a crucial role in conveying these plans, choosing the right platform is key. Prezi shines as a lively choice for crafting presentations. Its engaging layout lets you highlight your 30-60-90 sales plan in a way that’s informative and visually striking. Let’s take a closer look at what this sales plan is and how to turn one into an accomplished presentation. 

What is a 30-60-90 sales plan?

A 30 60 90 sales plan is a strategic outline designed to structure the first 90 days of a sales professional’s role. It’s divided into three distinct phases, each spanning 30 days. The first phase focuses on learning, including understanding the company’s products, market, and sales processes. The next 30 days are about planning and starting to engage with customers, applying the initial learnings. The final stretch aims at execution, where the groundwork laid in the previous phases is put into action with the goal of closing sales and meeting targets. This systematic approach ensures a focused and efficient start, setting the foundation for ongoing sales success.

The benefits of 30-60-90 sales plans

A 30-60-90 day plan for sales positions brings several advantages, enhancing interview performance, smoothing the onboarding process, and fostering ongoing achievement. Let’s explore the key benefits:

• Smooth start for new employees: This plan outlines key focus areas for newcomers, speeding up their adjustment and productivity. It simplifies the transition, reducing stress.
• Efficient time management: For individuals in new positions or sales territories, this plan acts as a clear guide for initial actions, aiding in a quick adaptation without confusion or pressure.
• Fosters a trusting workplace: Encouraging conversations with managers and team members, a 30-60-90 day plan helps cultivate a supportive and trust-based environment.
• Promotes continuous development: Serving as a roadmap for early improvement, the plan also supports sustained growth, offering direction for ongoing advancement.
• Clear objectives for leadership: With defined achievements and milestones, leaders can easily assess progress, aligning individual efforts with the company’s objectives.
• Distinguished job applicants: Bringing a 30-60-90 plan to an interview signifies preparedness and initiative, setting candidates apart in a competitive field.

In essence, a 30-60-90 plan clarifies the path forward, making the start of a new job more manageable and uniting teams toward common goals.

30-60-90 sales plan examples 

To provide a clearer picture of how a 30-60-90 day plan for sales managers might look in practice, here are three examples across different industries. Each example demonstrates how the plan can be tailored to specific roles and market contexts.

Example 1: Software sales manager

First 30 days – learning and integration

• Focus on understanding the company’s software products, competitor analysis, and current market trends.
• Engage in training sessions on the company’s CRM tools and sales methodologies.
• Shadow experienced team members on sales calls to gain insights into the sales process and customer interactions.

Next 30 days – strategy development and relationship building

• Start developing strategies for lead generation and conversion based on insights gathered in the first month.
• Initiate contact with potential clients to build relationships and understand their needs.
• Work with the marketing team to create targeted campaigns for different segments of the market.

Last 30 days – implementation and evaluation

• Begin implementing the sales strategies developed, focusing on reaching out to high-potential leads.
• Monitor sales progress and adapt strategies as needed for maximum efficiency.
• Set performance metrics for the team and review individual progress, offering feedback and coaching where necessary.

Example 2: Pharmaceutical sales manager

First 30 days – orientation and market understanding

• Acquire comprehensive knowledge about pharmaceutical products, including their benefits and regulations.
• Study the healthcare landscape, identifying key players and potential clients such as hospitals and clinics.
• Learn about the sales compliance and ethical guidelines specific to the pharmaceutical industry.

Next 30 days – networking and plan formulation

• Attend industry conferences and events to network with healthcare professionals.
• Develop a detailed plan for engaging potential clients, including personalized pitches and educational materials about the products.
• Collaborate with the sales team to refine the approach based on feedback and initial interactions with clients.

Last 30 days – execution and growth

• Execute the engagement plan, focusing on establishing long-term relationships with healthcare providers.
• Analyze sales data to identify trends and areas for improvement.
• Implement a feedback loop with the team to continuously improve the sales process and product offerings based on client needs.

Example 3: Retail sales manager

First 30 days – product and process familiarization

• Immerse in learning about the retail products, store layout, and customer service standards.
• Understand the sales reporting and inventory management systems.
• Observe customer interactions and sales tactics used by successful sales representatives.

Next 30 days – team engagement and sales promotion planning

• Begin engaging the sales team with regular meetings to discuss goals and strategies.
• Plan and develop sales promotions and displays in collaboration with the marketing department.
• Start building relationships with key customers and local community organizations to increase foot traffic.

Last 30 days – sales initiatives and performance tracking

• Launch sales promotions and track their success through daily sales reports.
• Adjust sales strategies based on promotion outcomes and customer feedback.
• Review team performance and identify areas for improvement, setting goals for the next quarter.

These 30 60 90 day plan examples demonstrate just how flexible this style of plan is, making sure it can be tailored to meet the specific needs and opportunities of various industries and positions.

Turning your 30-60-90 ideas into a presentation

Transforming your 30-60-90 day plan into a presentation is the most common strategy for precisely showing your approach and ambitions. Here’s why opting for a presentation method stands out as the best choice:

Bring your strategy to life

Transitioning from abstract concepts to visual displays, a presentation breathes life into your plan, making it comprehensible and tangible. This method is particularly impactful when it comes to simplifying complex strategies for straightforward communication.

Capture and keep audience engagement

Utilizing dynamic elements, presentations effectively grab and hold your audience’s focus. This level of engagement is essential to ensure your message is absorbed and retained.

Showcase your commitment and preparation

A meticulously prepared presentation reflects your professionalism and the thorough preparation you’ve undertaken for your new position. It shows off your serious dedication and readiness to embark on this new journey.

Ensure your message is crystal clear

Through the structured organization of your ideas and strategies, presentations ensure a smooth flow of information, allowing your audience to clearly understand your goals, intentions, and the methods you’ll use to reach them.

Adapt to your audience

Presentations offer the versatility to adjust your message based on your audience, whether it’s an individual meeting, a session with a select group, or a presentation to a larger audience. This adaptability guarantees the effective transmission of your 30-60-90 day plan in any scenario.

Encourages instant interaction

Presentations often pave the way for on-the-spot feedback, giving you the chance to respond to inquiries, address any concerns, and consider suggestions immediately. This level of interaction can provide crucial insights and assist in fine-tuning your strategy.

So, it’s clear that presentations are the way to go when it comes to 30-60-90 day sales plans, and platforms like Prezi are making creating them easier than ever before. 

Using templates for fast results

When it’s time to develop your presentation for your 30 60 90 day sales plan, Prezi can help you out by offering customizable templates that suit any professional field. With options for both a light and a dark visual theme, these templates are designed to cater to the diverse preferences of different industries. Each version is crafted to support you in detailing the specific objectives and strategies of your sales plan, segmenting the plan into clear, 30-day increments.

What makes Prezi’s templates stand out is their engaging use of motion, effectively leading your audience through each phase of your plan as though unfolding a story. This approach is great for retaining the attention of your viewers and also aids in conveying the structured progression of your 30-60-90 day strategy. 

The light-themed template shines in its clean and professional demeanor, ideal for presenting in brightly lit environments or sectors that favor a crisp, concise presentation style. Conversely, the dark-themed template brings a touch of sophistication and modernity, perfect for industries leaning towards innovative or creative presentations.

Storytelling with Prezi

These templates are more than just backgrounds for your 30 60 90 examples; they’re a storytelling tool, facilitating a dynamic journey through your planned objectives, tactics, and benchmarks. With sections designated for each phase, personalizing the template with your plan’s details becomes a straightforward process, allowing you to concentrate on crafting a compelling narrative around your strategies and goals.

Use Prezi’s ready-made templates for your upcoming 30-60-90 day sales plan presentation. This approach turns your strategic outline into a compelling, unforgettable narrative, keeping your audience attentive and well-informed all the way through.

30-60-90 presentation tips and cautions 

Before you start crafting your presentation, here’s a list of essential guidelines and pitfalls to avoid ensuring your process is smooth and effective.

Guideline: Make sure your presentation concisely details your goals and methods for each segment of the 30 60 90 day sales plan, using bullet points, charts, and graphs for clear communication.

Pitfall to avoid: Resist the temptation to fill your slides with excessive detail. Too much information can overwhelm your audience, causing confusion or disengagement. Strike a balance between being comprehensive and succinct.

Customization of content

Guideline: Tailor your presentation to mirror the unique culture and needs of the organization, emphasizing how your plan aligns with the company’s objectives.

Pitfall to avoid: Avoid a generic approach. Presenting a one-size-fits-all 30 60 90 day sales plan can be less effective, failing to resonate with your audience or address specific needs and challenges.

Visual engagement

Guideline: Use appropriate visuals to bolster your key points, making complex data more understandable and keeping your audience’s attention.

Pitfall to avoid: Exercise caution in the use of visuals. Overutilization or irrelevant imagery can detract from your core message.

Preparation and refinement

Guideline: Repeatedly rehearse your presentation to navigate its flow confidently and manage topic transitions smoothly.

Pitfall to avoid: Avoid a delivery that relies heavily on reading from your slides or notes, which can seem uninspired. Aim for a delivery that feels natural and engaging.

Readiness for questions

Guideline: Prepare for potential questions about your 30 60 90 day sales plan, showing your in-depth preparation and grasp of the plan.

Pitfall to avoid: Never ignore audience questions or concerns. Inadequately addressing these can diminish your credibility and the perceived viability of your plan.

Demonstrating adaptability

Guideline: Illustrate your willingness to incorporate feedback and make necessary adjustments to your plan, showing your adaptability to unforeseen challenges.

Pitfall to avoid: Avoid presenting a plan that appears indecisive or vague. Your audience is looking for a robust strategy that displays both confidence and insight.

Adhering to these guidelines while avoiding common pitfalls will help you develop a 30 60 90 day sales plan presentation that not only engages and impresses your audience but also lays a solid groundwork for your success.

A step-by-step guide for making your 30-60-90 presentation

Now we’ve discussed some key tips, it’s time to start the creation process. Assembling an impactful 30-60-90 day sales plan presentation demands a thoughtful strategy and the appropriate tools. Using Prezi features allows you to build a presentation that effectively delivers your plan while keeping your audience engaged throughout.

Step 1: Gathering inspiration

Start by immersing yourself in the variety of 30 60 90 day sales plan examples Prezi has on offer. This initial step is about soaking up ideas and understanding different ways to articulate and structure your plan. Seeing how others have tackled their presentations can spark innovative ideas.

Step 2: Template selection

With inspiration in hand, it’s time to pick the right template on Prezi. Whether you lean towards something with a light and airy feel or prefer the depth of a dark theme, ensure it has a structure that mirrors the 30-60-90 day plan’s segments. The right template will naturally guide your content organization.

Step 3: Laying out your plan

Outline your content next, breaking down the plan into the 30-day phases. Detail what you aim to learn, strategize, and accomplish in each phase. Prezi’s unique presentation paths allow for a customized flow that can adapt to your narrative, enabling detailed dives without losing the overarching thread.

Step 4: Customizing your presentation

Now, tailor your chosen template to fit your brand and message. Use Prezi to add your company’s colors, logo, and any specific imagery or multimedia that supports your points. This customization makes your presentation not only more engaging but also aligned with your corporate identity.

Step 5: Rehearsing your delivery

After your presentation is polished, rehearse your delivery to ensure a smooth execution. Familiarize yourself with navigating your Prezi presentation, making sure you can seamlessly transition from one segment to the next, maintaining a confident and engaging delivery throughout.

Step 6: Sharing your vision

Before your presentation day, share your Prezi with key stakeholders to provide a preview. When it’s time to present, use Prezi presenting features to deliver your message, whether you’re in a face-to-face setting or connecting with a remote audience using Prezi Video .

Following these guidelines and using Prezi’s interactive features, you can present a 30-60-90 day sales plan that communicates your strategies effectively and keeps your audience interested from beginning to end.

What else does Prezi have to offer?  

Prezi extends beyond the usual presentation platforms, introducing advanced tools such as Prezi AI and AI text editing to enhance the quality of your presentations, making them ideal for 30-60-90 day sales plan presentations.

In situations where time is limited, Prezi AI is an invaluable tool for sales professionals. It offers a quick way to create your 30-60-90 day sales plan presentation. Just describe your topic, and Prezi AI steps in to suggest suitable color schemes, design, and layout options and compiles everything into a cohesive presentation. This feature is especially useful for those who need to quickly put together a professional and visually appealing presentation. Prezi AI simplifies the presentation creation process, letting you concentrate on refining your sales strategy.

AI text editing

Transforming text-dense slides into engaging visuals is crucial for maintaining audience interest. Prezi excels in creating captivating presentations, thanks in part to its AI text editing capabilities . With this feature, extensive lists and bullet points can be effortlessly turned into visual components and animated slides. This not only enhances the aesthetic appeal of your presentation but also aids in making it more memorable. Whether it’s through using graphics to spotlight key points or animating text to underscore important details, Prezi’s visual tools ensure your message stands out and stays with your audience well after the presentation concludes.

Conventional slide-by-slide methods vs Prezi canvas

The primary goal of delivering a 30-60-90 day presentation is to captivate the audience and instill belief in your proposed plans. Gone are the days of traditional, slide-by-slide presentations characterized by a monotonous pace. Today, presentations have evolved, introducing a more engaging alternative: Prezi canvas.

The conventional method of presenting, slide by slide, often lacked the dynamism required to maintain audience interest. The linear progression limited the presenter’s ability to seamlessly transition between ideas. Audiences, saturated with such presentations, became accustomed to predictability, and engagement declined as a result.

This is where Prezi comes in to help you break free from the constraints of linear storytelling. Unlike other tools, Prezi offers a more immersive experience, allowing you to navigate through ideas in a non-linear fashion. This freedom enables you to craft dynamic narratives that resonate deeply with your audience.

Prezi lets you design presentations with spatial organization, promoting exploration and discovery. By zooming into and out of different key areas, you lead your audience on an exploratory journey through your concepts, maintaining their interest and anticipation for what comes next. With Prezi, sharing your 30-60-90 day sales plan becomes an interactive and far from monotonous experience.

Craft a winning 30 60 90 sales plan presentation with Prezi 

Making a successful 30-60-90 day sales plan presentation is about more than just sharing your initial strategy—it involves crafting a compelling story that highlights your vision for success in your new position. This is your chance to show how well you understand the role, the challenges that lie ahead, and your approach to tackling them.

But, an effective presentation is not limited to the details of sales targets and strategies. It revolves around crafting a personal narrative on how you plan to blend into the company, adapt to its culture, and contribute to its growth. This storytelling part is crucial for outlining your immediate actions as well as underscoring your long-term contributions and worth to the team.

Prezi stands out as the tool that can transform your 30-60-90-day plan from a basic outline into an immersive, unforgettable experience. It’s the platform that elevates your plan into a dynamic exploration, setting the stage for you to make a significant impact from the very beginning.

How to Create a 30-60-90 Day Territory Plan [Template Included]

By emily healy, posted in sales productivity, territory management, sales management.

The most overwhelming part of being an outside sales rep is building a brand-new territory from scratch. Managing a territory is like running a business: you’re the one who decides if your territory succeeds or fails—and there are no days off.

Your territory plan is a blueprint explaining how you’ll turn your region into a profitable operation .

Your plan needs to demonstrate that you can develop a territory like a top outside sales rep with the right tools at your disposal. 

A common mistake is thinking that you can improvise instead of creating a detailed sales plan . These are the same salespeople who get overly cocky and end up scrambling for deals at the end of the quarter.

This guide will teach you how to create a 30-60-90 day territory plan that will help you scale your new territory without missing a single step.

Instead of scrambling the next time you need a territory plan, read on to find out the ins and outs of a 30-60-90 day territory plan, and check out our template for creating your new sales territory plan! 

How to Create a 30-60-90 Day Territory Plan

What is a 30-60-90 day plan, how to write a 30-60-90 day plan what to include in a sales territory plan, what does a 30-60-90 day plan look like, 30-60-90 day template for new sales territory plan, days 1-30: understand and analyze your market.

• Define Your New Sales Territory
• Identify your ideal customer persona

Product Knowledge: SWOT Analysis

Know your competition, discover your top 10 accounts.

• Days 31-60: Implement Your New Sales Territory Plan

Define Your Sales Goals

Go beyond your top 10, find new leads.

• Optimize Your Route

Plan to Meet Your Monthly Quota

Days 61-90: optimize your sales territory plan and get feedback, get qualitative feedback, run the numbers, check-in with your customers, sync your schedule, manage territory management reports, day 91: what’s next, edit & download our 30-60-90 day territory plan template.

A 30-60-90 day territory plan is a blueprint explaining how you’ll turn your region into a profitable operation. 

It is a workable plan for targeting the right customers and implementing goals for income and consistent sales growth over time. A structured plan from the start will paint a positive picture that will give you a sense of direction and show you where you’re headed. 

Back to Top ↑

The aim of the 30-60-90 day territory plan is to target the right customers and implement goals for income and consistent sales growth over time. 

This framework will help your organization outline a clear plan of how you’ll turn your region into a profitable operation . 

When creating a 30-60-90 day plan, the keys are in the details. It’s important to analyze your unique situation by focusing on certain factors, such as:

• Understanding and analyzing your market 
• Identifying your customer persona
• Creating a SWOT analysis
• Discovering your top 10 accounts
• Defining SMART goals and KPIs
• Optimizing your route

Including detailed sections in your new territory sales template will set you up for success. For more information on how to build your sales territory plan, keep reading! 

A 30-60-90 day territory plan will look slightly different for each sales rep. You should be customizing your plan to the goals and needs of your company. 

Badger Maps has partnered with Xtensio to create the ultimate   30-60-90 Day Sales Territory Template  for sales reps. 

With this template, you can add or subtract different sections based on your preference, while keeping all of your information organized (and visually appealing!). Creating and customizing a free territory plan has never been easier. 

Define Your New Sales Territory 

Before starting your sales plan, it’s important to clearly define your market quantitatively. Asking specific questions will help get a strong start. 

Consider asking questions like:

• What geographical area does this territory cover?
• What is the value of this territory?
• What are the demographics of this territory?
• What competition already exists in this territory?

The more you know and understand about your territory before you start the initial planning will help you grow faster down the line. 

Identify your ideal customer persona 

User personas (or buyer personas ) represent the ideal customers who will engage with your product. 

Using this template to create a buyer section in your 30-60-90 day sales plan will align everyone in your company on who your ideal customer is. This will show the key insights to your ideal customers, such as their behavior, needs, pain points , interest, and motivators.

In your first 30 days, you need to learn everything there is to know about what you’re selling. Creating a SWOT analysis is a great starting point to figure out why a customer would want to purchase your product.

By creating a SWOT analysis for your product, you will find out:

• What are its strengths ?
• What are its weaknesses ?
• What opportunities does it create for the buyer?
• What threats does it face from competitors?

Take the time to develop concrete answers to these questions . Keep in mind that customers are always thinking about cheaper alternatives, so driving home your product's value proposition is integral to close a deal. 

A SWOT analysis is your secret weapon. By mastering it, you won't sweat when tough questions pop up. 

Set higher standards for your own performance than anyone around you, and the only competition will be with yourself - Rick Pitino

By understanding your competition, you learn why your market needs your product category . Examine your direct (and indirect) competition, and think about the reasons your customers should choose your product instead.

Here are some areas to evaluate during a competitive analysis:

• Positioning
• Reviews and testimonials

It’s always interesting to see a competitor’s product features compared to your own. Go back to that SWOT analysis and focus on the threats . Dive into your research to understand the why . Why are those competitors actual threats, and what can you do to minimize these threats? 

Your company probably has competitive analysis reports on the major competitors in your market. But, if they don't, you should take the initiative and begin building this resource.

Knowing exactly who your competitors are and how your product compares will put you miles ahead of them when it comes to preparing for deals. Competitive intelligence is worth its weight in gold and you can easily do it with an online competitive intelligence tool .

You should immediately figure out who the most profitable accounts in your territory are. These may be accounts you've inherited or defined by analyzing your ideal buyer. 

Review which customers have traditionally been easy to sell to and/or seen high levels of success with your product. Then, prioritize those leads and similar accounts.

The 80/20 rule is in full effect - 80% of territory growth will come from 20% of your customer base .

To maintain a steady relationship with your “golden customers,” get as personal as possible. Not only will they start seeing you as a friend rather than a salesperson, but they will also trust you and your advice - which means more sales .

Days 31-60: Implement Your New Sales Territory Plan 

Consolidate the trends you’ve discovered above to come up with S.M.A.R.T goals: 

• S pecific 
• M easurable 
• A chievable 
• R elevant 
• T ime-based

Set goals based on valid data and information relating to historical performance. These will include the product/ service revenues and margins, account revenues, market share, customer retention levels, and other key data from the sales funnel.

Sales key performance indicators (KPIs) are numeric values that help you measure performance in order to make data-driven decisions. 

As a salesperson, setting measurable values to track achievements is essential to improve .

A few examples of sales KPIs are:

• Market Share - the relative market share of your company in comparison with your competitors 
• Lead to Sale Conversion Rate - the percentage of new customers compared to new leads
• Customer Turnover Rate (AKA churn) - an annual metric that depicts the number of clients that stopped using your product or service
• Average Conversion Time - the amount of time taken by your customer to move ahead in your sales funnel
• Product Revenue - the metric resenting the individual contributions of a specific product or service to the total company revenue

Now that you're an expert on your sales territory and have a plan to conquer it, start selling beyond the top 10 customers you met in your first month. 

Start prospecting regularly and invest the time into developing your territory early. This way, you'll avoid any unpleasant surprises as it grows. 

Analyze the market segments in your territory. What should be prioritized in your sales pipeline ? 

This answer will give you a clear overview of your territory's growth potential. Set deadlines for territory expansion, but be realistic. A deal doesn't close in a single meeting . In fact, 80% of deals require 5 follow-ups or more. 

Leads will be the driving force for your sales pipeline, but you need a systematic approach to generate and close them to avoid overwhelming your pipeline. 

The best way to develop a better lead generation process is by maintaining a strong customer base . If you take care of your existing customers, they'll refer you to other qualified leads who will be much more likely to close.

Optimize Your Route 

Following up with prospects regularly is the best way to maintain and grow your relationships. 

Create a regular routing schedule based on your core customers and opportunities . A detailed schedule will ensure that your deals develop at a steady pace, preventing you from missing any critical portions of your territory. 

You can use a sales routing app like Badger Maps for planning and growing your territory . Badger Maps helps you schedule appointments and create efficient routes. On average, users sell 25% more and spend 20% less time in the car . The app accomplishes this with traffic-sensitive route optimization and a built-in lead generation tool. 

Combine these great sales tips with the best field sales app

Find out how many leads you need to meet each month to crush your quota . Also, keep track of how many leads you meet with each day or week to acquire a new customer. 

For example, if you need to meet with 5 leads to acquiring 1 customer and your sales quota is 30 new customers/month, then you need to meet with 150 leads a month to meet your quota.

• Break down this goal of 150 leads by week and then by day, so you can achieve your goal.
• 150 leads/4 weeks = ~ 38 leads/week
• 38 leads / 5 days per week = ~ 8 leads/day

Be sure to adjust your weekly or daily goals if you only prospect 4 days a week, or you plan to take a vacation.

It's always a great idea to connect with your customers to check how satisfied they are with your product. You can also interview people that ended up not converting to understand what went wrong with them. 

Gathering feedback will allow you to adjust your sales strategy based on your customers' needs . To evaluate how satisfied your customers are with your product you can collect data about your cross-sell and upsell opportunities, the number of problems solved, or ask them for their Net Promoter Score.  

Explain what you accomplished and how that aligns with the project or team's overall goals. Focus on your main goals with measurable KPIs .

Your territory plan should be solidified by the third month . Your most important accounts, sales goals, and your schedule for reaching them should be set for the rest of the year.

Design your plan around your personal life and responsibilities . Don't overload your schedule without taking your personal life into consideration. It's easy to get overwhelmed in a new sales territory. 

In the final 30 days of your plan, it’s time to forecast your numbers for the rest of the year . Where do you see your territory going ?

You can use this formula to project how fast your territory will develop: 

Contacts to make x appointments to set x average close rate x average revenue per deal = % to quota

Keep track of your meetings . Nothing is worse than missing deal-critical details. By logging each of your customer interactions, you're helping your future self stay ahead of your pipeline. 

It’s important to keep a record of your history with every account. Jot down any information that seems relevant. You might uncover objections before they're even brought up. 

For example, if a customer mentions an issue with your product, you can ask follow-up questions about that previous issue during your next conversation.

This information will help you manage the many relationships you make in the field. Building strong customer relationships will help you close more deals, get more referrals, and increase productivity .

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Chances are that your calendar is going to be slammed in the first few months. In the third month, you should make it your mission to have your schedule under control. 

You want to avoid overlapping appointments . An overwhelming schedule prevents you from prioritizing important customers. Even worse, your appointments might fall on different areas of your territory, forcing you to waste time (and gas) driving to two wildly different places.

Using a CRM software can do wonders. Look for software that has features that allow you to prioritize accounts , keep notes and tabs on each individual profile, pick a date for the next follow-up , and also remind you of your prospect's preferred method of communication.

With Badger Maps , CRM integration is built right in. You can secure your upcoming follow-ups and never miss an opportunity to contact a prospect on time.

Managing how you report your time is an important aspect in sales, which it's often overlooked. It's useful to check in often and provide feedback on your progress. 

Here are some important tips for reporting the activity in your territory.

• Don’t make assumptions . This can apply to any situation, but make sure that you understand the context of the sales situations you find yourself in. 
• Make sure you and your manager are on the same page when discussing deals. 
• Have open conversations about how your pipeline looks and any deals you've forecasted already. There is no such thing as "over-communication" in outside sales.

Each quarter of the year, you should project your revenue . Do this by looking at your territory and all of the active deals in play. It gives you and your manager an overview of how your revenue has grown and what goals are achievable next quarter.

Congratulations! You've completed your 90-day sales territory plan! But now the question is: what’s next ?

Constant improvement is the key to continuing your success as a sales professional. There is always room for finding new leads, improving your CRM, optimizing your schedule, and learning more. 

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For your 30-60-90 day territory plan, using this template can help you feel more at ease in the first few months. 

If you feel like making things easier for yourself, look into different sales software or apps to help streamline different areas of your sales process. For help with route optimization, territory division, customer relationship management , and much more, make sure to check out Badger Maps .

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The Best 30-60-90 Day Plan for Your New Job [Template + Example]

Published: December 06, 2023

I remember my first day at HubSpot. I was so nervous and had a million concerns swimming around in my head.

Will I adapt to my new job? How long will it take for me to get the hang of things? Can I manage the workload and maintain a good rapport with my coworkers?

Fortunately, my outstanding manager at the time prepared a comprehensive checklist to be completed over a few months, and it helped me slowly but steadily adapt to HubSpot. Fast forward a few years, and I'm a rockstar at my job.

The checklist was called a 100-day checklist, but it followed the rhythm of a typical 30-60-90 Day Plan.

A 30-60-90 Day Plan, or something similar, is imperative to the success of a new employee as it helps them set and reach attainable goals and acclimate to their new position.

To help set your new employee, or yourself, up for success, here's what you need to know about crafting the best 30-60-90 Day Plan.

30-60-90 Day Plan

A 30-60-90 day plan lays out a clear course of action for a new employee during the first 30, 60, and 90 days of their new job. By setting concrete goals and a vision for one's abilities at each stage of the plan, you can make the transition into a new organization smooth and empowering.

Learning the nuances of your new role in less than three months won't be easy. But crafting a strong 30-60-90 day plan is your best bet for accelerating your development and adapting to your new work environment as quickly as possible.

You‘d write a 30-60-90 day plan in two situations: during the final stages of an interview and the first week of the job. Here’s how each type can be executed:

Free Sales Training Template

Use this template to set up a 30/60/90 day sales training and onboarding plan.

• 30/60/90 Day Goals
• People to Meet
• Feedback/Review Process

You're all set!

Click this link to access this resource at any time.

30-60-90 Day Plan for Interview

Some hiring managers ask candidates to think about and explain their potential 30-60-90 day plan as a new hire.

As a candidate, this would sometimes confuse me in the past, but I now understand they just want to see if a potential hire can organize their time, prioritize the tasks they likely take, and strategize an approach to the job description.

For a new hire, a well-thought-out 30-60-90 day plan is a great way to help the hiring manager visualize you in the role and differentiate yourself from all other candidates.

But how can you outline your goals before accepting a new job? How are you supposed to know what those goals are? I've found that starting with the job description is an excellent stepping stone.

Typically, open job listings have separate sections for a job‘s responsibilities and a job’s qualifications. Work to find commonalities in these two sections and how you might turn them into goals for yourself.

Then, stagger those goals over three months.

For example, let‘s say a job requires three years of experience in Google Analytics, and the responsibilities include tracking the company’s website performance every month.

I would use these points to develop an action plan explaining how:

• I‘ll learn the company’s key performance metrics (first 30 days)
• Strengthen the company's performance in these metrics (next 30 days)
• Lead the team toward a better Google Analytics strategy (last 30 days)

30-60-90 Day Plan for New Job

The second situation where you‘d write a 30-60-90 day plan is during the first week of a new job, which I highly recommend whether you’re a new employee or a manager working with a new hire.

If you're the hiring manager, this plan will allow you to learn how the new employee operates, address their concerns or preconceived notions about the role, and ultimately help them succeed.

If you‘re starting a new job and are not asked to craft a 30-60-90 day plan during the first week of that job, it’s still a good idea to write one for yourself.

A new position can feel like a completely foreign environment during the first few months, and having a plan in place can make it feel more like home.

Even though 90 days is the standard grace period for new employees to learn the ropes, it's also the best time to make a great first impression.

How long should a 30-60-90 day plan be?

While there's no set length for a 30-60-90 day plan, it should include information about onboarding and training, set goals that you're expected to hit by the end of each phase, and all the people to meet and resources to review in support of those goals. This can result in a document that's 3-8 pages long, depending on formatting.

The purpose of your plan is to help you transition into your new role, but it should also be a catalyst for your career development.

Instead of just guiding you over your job's learning curve, the goals outlined in your plan should push you to perform up to your potential and raise the bar for success at every stage.

HubSpot's Senior Manager of Content (and my former manager) Meg Prater suggests having a solid template for your plan that allows it to evolve.

“Anytime I onboard someone, I review all training docs and ensure they're up to date,” she says. “I also ask for feedback from the folks on the team who have most recently been onboarded. What did they like? What didn't work for them?”

She also says moving the plan to a more interactive platform proved to be helpful to new employees.

“One of the most helpful shifts we've made recently is moving our 30-60-90 plan (or 100-Days Plan) from a static Google Doc to Asana,” she says. “The plan is organized by week, and each task contains relevant readings and links. It's much easier for folks to move through, and it gives me better insight into where folks are in the plan.”

Meg onboarded me when I started at HubSpot, and I can confirm that my checklist in Asana was a game-changer because it helped me stay on task and visually track my progress.

The checklist below isn‘t mine, but it’s one she set up and follows the same format as the one she created for me.

Free 30/60/90 Day Onboarding Template

Fill out the form to get the template., parts of a 30-60-90 day plan.

An effective 30-60-90 day plan consists of three extensive phases — one for days 1-30, one for days 31-60, and one for days 61-90.

Each phase has its own goal. For example, the goal in the first 30 days is to learn as much as possible about your new job.

The following 30 focus on using learned skills to contribute, and the last 30 are about demonstrating skill mastery with metrics and taking the lead on new challenges.

Each phase also contains components that help define goals and describe desired outcomes. These parts include:

The primer is a general overview of what you hope to achieve during the current 30-day period.

I prefer sitting down with my manager to pinpoint a primer that aligns with my goals and desired company outcomes, and I encourage you to do the same.

This ensures you and your manager are on the same page about expectations early on in your journey with the company.

The theme is a quick-hitter sentence or statement summarizing your goals for the period. For example, your theme might be “find new opportunities”, “take initiative,” or “be a sponge.”

Learning Goals

Learning goals focus on skills you want to learn or improve to drive better outcomes at your job. For example, if you're responsible for creating website content at your company, you should learn new HTML or CSS skills .

At the start of my career with HubSpot, some marketing trends and jargon were unfamiliar, and I wasn‘t used to the company’s writing style.

As a result, my learning goals as a new blogger were to become more well-versed in marketing and to adapt to HubSpot's writing style.

Performance Goals

Performance goals speak to specific metrics that demonstrate improvement. These include making one more weekly content post or reducing the revisions management requires.

For example, I was only writing one article per week when I started HubSpot, but it was my performance goal to be able to write multiple articles by the end of 30 days.

Initiative Goals

Initiative goals are about thinking outside the box to discover other ways you can contribute. This might mean asking your manager about taking ownership of new website changes or upgrades with a specific deadline in mind.

Personal Goals

Personal goals focus on company culture — are there ways you can improve relationships with your team members or demonstrate your willingness to contribute?

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30-60-90-Day Plan (2024 Guide with Examples)

Emily Kho is a seasoned writer with a specialization in B2B, EdTech and real estate. She has a Bachelor of Science from the prestigious William F. Harrah College of Hospitality at the University of Nevada, Las Vegas. In her free time, she loves going to the beach, snowboarding and reading.

Katie is a Chicago-based editor. She started her career writing and editing content about home warranty, renters insurance, homeowners insurance and other home services topics before transitioning to home improvement products. She has spent the last year and a half working at a software company, managing content about CRMs, project management tools and other tech topics.

Starting a new position can be both exciting and daunting. To ease this transition, many employers rely on a structured approach known as the 30-60-90-day plan. This framework outlines clear goals and objectives for the first 90 days in a new role, ensuring successful onboarding and adaptation.

In this guide, we at the MarketWatch Guides team explore what a 30-60-90-day plan is and how to create one, complete with examples.

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What Is a 30-60-90-Day Plan?

A 30-60-90-day plan is a strategic action plan that divides the first three months of employment into 30-day segments. Each phase focuses on a different goal or objective, helping the new hire integrate into their role and the company a little at a time.

Benefits of a 30-60-90-Day Plan

The first quarter of employment is a critical period that often determines the pace and direction of a new hire’s trajectory within the company. Here is how a 30-60-90-day plan helps with these 90 days.

For Employees

A well-crafted 30-60-90-day plan provides a clear understanding of expectations, helping the employee organize their time. Having this sort of structure reduces their anxiety and increases their confidence.

For Managers

From a managerial perspective, a 30-60-90-day plan is invaluable for monitoring a new hire’s individual performance and team integration. It helps identify roadblocks early on to get the team member running at full capacity as soon as possible.

When To Create a 30-60-90-Day Plan

The ideal time to draft a 30-60-90-day plan is just before the new team member joins. Crafting this plan prior to the start date equips the new hire with a sense of direction. However, the plan continues to get refined into the first month of employment with real-time exposure to how the employee integrates into the work environment.

How To Create a 30-60-90-Day Plan

Crafting a 30-60-90-day plan requires thoughtful consideration of both the role’s demands and the individual’s personal goals. This plan acts as a personalized roadmap, guiding the new hire through the crucial first three months in a structured manner. 

Here is how you create one with the above in mind:

• Explain the organization and role: Ensure your new hire understands their job’s key responsibilities as well as the company’s wider objectives that they’re supporting.
• Set goals for each 30-day phase: Set goals for each 30-day period of the 30-60-90-day plan. Make these goals about getting acquainted with the role and company and starting to own the role’s responsibilities.
• Break goals into actions: Break down the goals into actionable steps so that the hire knows what to do to accomplish them.
• Establish metrics to track progress: Establish key performance indicators (KPIs) for each goal. Use these KPIs to quantitatively assess the hire’s progress toward achieving their goals.

By following these steps, hiring managers can create a comprehensive and effective 30-60-90-day plan that sets their new hire up to hit the ground running.

Setting SMART 30-60-90-Day Goals

The key part of a 30-60-90-day plan is to lay out goals for the new hire. We recommend using the SMART framework for this. SMART goals are Specific, Measurable, Achievable, Relevant, and Time-Bound. 

Below, we take a closer look at this concept by showing you what SMART goals might look like for different roles.

Sales 30-60-90-Day SMART Goals

SMART goals on a sales team should focus on learning company products, building client relationships, and getting some sales.

Engineering 30-60-90-Day SMART Goals

In engineering, the initial period is typically about understanding the technical environment, integrating into the development team and starting to contribute to any current and new projects.

30-60-90-Day Tips for Managers

As a manager, a 30-60-90-day plan enhances your ability to guide the new employee through their initial months. Here are some tips on how to implement this plan to ensure a smooth transition and set the stage for long-term success:

Set Expectations

• Discuss responsibilities and priorities: Communicate what is expected of the new hire in terms of deliverables and behavior.
• Collaborate on achievable, realistic goals: Work together to set goals that are challenging yet attainable, ensuring that they align with both the team’s and the organization’s objectives.
• Explain the company: Explain the company’s mission, vision, core values and history to help the new hire assimilate to the company’s culture.

Foster Growth

• Make introductions to key colleagues: Set up introductory meetings with direct team members and other employees who could help the new hire during onboarding and beyond.
• Ensure access to tools and trainings: Give the employee access to the tools they need to do their job as well as additional resources they can use in the future to improve their skills.
• Promote proactive problem solving: Encourage the new hire to propose process improvements as they review team and role documentation to foster a mindset of innovation.

Track Progress

• Maintain open communication: Encourage a two-way dialogue to build a trusting relationship where both parties feel comfortable bringing up any concerns.
• Schedule regular check-ins: Meet once a week to review progress, provide feedback and adjust goals as necessary.
• Give constructive feedback: Offer specific and actionable feedback that the new hire can use to grow and improve in their role.

30-60-90-Day Tips for Employees

For an employee, the 30-60-90-day plan is a valuable tool for navigating the early stages of their career at a new company. Here is how they can maximize the benefits of this tool:

Prepare Thoroughly

• Study role expectations: Understand the specifics of your new job, including the skills, responsibilities and deliverables.
• Learn about the company and team: Familiarize yourself with the company culture and team dynamics to better integrate yourself.
• Create likely scenarios: Anticipate potential challenges you might face, and plan how you would address them.

Set Milestones

• Outline measurable targets: Work with your manager to set clear, quantifiable goals for what you want to achieve in each phase of your 30-60-90-day plan.
• List project checkpoints: Identify key points in your projects or tasks where you can pause to assess your progress.
• Identify resource requirements: Determine if you need additional support or documentation outside of what your manager provides you.

Maintain Accountability

• Share updates proactively: Communicate your progress to your manager and team, showing initiative and transparency.
• Highlight completed actions: Use the progress updates with your manager and team to discuss what you have accomplished and how it aligns with your goals.
• Realign goals as needed: Be open to modifying your goals based on the evolving needs of your role, team and organization.

Conducting 90-Day Reviews

A 90-day review is a new hire’s final onboarding check-in. It is more than just a formality; it wraps up the onboarding process , offering a structured platform for reflection, feedback and adjustment.

During this performance review, engage in open and honest dialogue about how the first 90 days went. Here are some potential questions to ask:

• What have you done well in the first 90 days?
• What needs improvement moving forward?
• Do you feel like you understand the overall company goals?
• What should your performance goals be moving into the next quarter?
• Have you learned any new skills you didn’t have 90 days ago?

30-60-90-Day Plan Example

Now that we have walked through every aspect of a 30-60-90-day plan, let’s see it in action with a specific example for a marketing manager.

Days 1-30: Orientation

Days 31-60: Initial Contribution

Days 61-90: Full Integration

The above tables demonstrate how a marketing manager can systematically ramp up their understanding and contribution within the first 90 days, setting a strong foundation for their ongoing role in the organization.

The Bottom Line

A 30-60-90-day plan is an essential part of a new hire’s onboarding process, helping them quickly and effectively assimilate into the company and role. Using the 30-60-90-day plan templates and tips in this guide, you can create your own tailored plans.

Frequently Asked Questions

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

A 30-60-90-day plan is an outline of a new hire’s first 90 days on the job. It lays out what tasks they must complete to understand the company, team and role.

What is a 90-day review for a new hire?

A 90-day review is a meeting between a new hire and their manager that happens at the end of the hire’s third month. The manager assesses progress and provides feedback to set the hire up to excel as they finish onboarding and become a full-fledged employee.

What should I include in a 30-60-90-day plan?

In a 30-60-90-day plan, include goals to achieve, steps to take, resources to use and metrics to track. Each phase — 1-30 days, 31-60 days and 61-90 days — should have its own goals, steps, resources and metrics.

Related Articles

30-60-90 Day Plan: A Guide (With Templates)

Here’s how to make a 30-60-90 day plan that will set employees up for success in their new roles.

A 30-60-90 day plan is essential for onboarding effectively at any company, as it help outlines expectations for an employee to meet when entering a new job.

30-60-90 Day Plan Definition

A 30-60-90 day plan is a document that guides an employee on the expectations and goals they should be striving for during the first 30, 60 and 90 days on the job.

Whether you’re starting a new job, or you’re a manager bringing a new employee onboard, we’ve compiled a comprehensive set of tips to create 30-60-90 day plans that will support successful onboarding .

What Is a 30-60-90 Day Plan?

A 30-60-90 day plan is a document that guides an employee on the expectations and goals they should meet during the first 30, 60 and 90 days on the job. Typically provided for new employees on or before their first day of work, they are a common component of companies’ onboarding processes, as they’re used to set up a new employee for success right away. 

The plan “needs to be some kind of structure that you mutually agree on, a structure that is outcome-focused and that helps people go towards maximizing their contribution to your company as fast as possible,” Rik Haandrikman, vice president of growth at Bitrise , told Built In. “Without a plan, it’s a mess, and 30-60-90 days works.” 

At Bitrise, 30-60-90 day plans tend to be pretty high level, with a few bullet points for each milestone. The first 30 days are all about understanding the context of the business. At the 60 days, employees should be proposing concrete steps to reach an outcome, and by day 90, the company wants to start seeing deliverables.

30-60-90 day plans can also be shaped by both a manager and the employee to fit mutual needs. This is where a manager provides overall support and makes sure company-wide tasks and department-specific KPIs are covered, but leaves enough room for the employee to set their own goals too.

These plans can be so flexible that some companies, like  Instawork , even use a 14-30-60 day plan. “It’s really important to get things going quickly,” said Sumir Meghani, co-founder and CEO of Instawork. 

Adriana Roche, chief people officer at Mural , suggests managers have a 30-60-90 day plan ready for a new employee but to sit down with them to discuss and modify the plan as needed.

“The important thing is that you fill this out before the person starts. So on day one, you sit down with them, and you walk them through this journey,” Roche said. “The person feels like they’ve co-created their onboarding versus just having something handed to them.”

Benefits of a 30-60-90 Day Plan

Makes employee onboarding structured and approachable.

30-60-90 day plans are a digestible way to help an employee transition into their role smoothly, have a vision for their position and not feel too overwhelmed. 

“We’re just trying to distill [work] down to something that’s achievable in the foreseeable future. Most people can get their heads around three months,’” David Ciccarelli, CEO of Voices , told Built In.

Boosts Employee Confidence and Sense of Belonging

These plans can give employees a consistent introduction to the company and help them feel confident about joining.

“If you do it well, you create a sense of cohesion with the people, so creating a sense of belonging, and then getting people ramped up as quickly as possible.” Roche said. “They’re going to feel much more engaged because they’re feeling like they’re having an impact from the get-go.”

Useful for Transitions Into New Roles or After Leaves

30-60-90 plans don’t have to be just for new employees, Ciccarelli said. You can use them to help someone transition into a new role or acclimate again after a leave .

“Any kind of re-entry, the 30-60-90 day plan is a great level set,” Ciccarelli noted. “In consideration of a promotion, that actually is much more meaningful because somebody has the context of what are the big objectives of the year.”

More on Onboarding How 15 Companies Nail The Employee Onboarding Process

To make a 30-60-90 day plan, it’s helpful to know common goals associated with each major milestone. Here’s what you can expect to accomplish or see from employees 30, 60 and 90 days into a new job.

30 Days Into a 30-60-90 Day Plan

Complete common onboarding tasks.

The first 30 days in a new job should be all about creating a foundation of knowledge before diving in head first. These types of tasks can include:

• Reading company handbooks and guides.
• Learning company culture and history.
• Learning company processes around benefits, requesting time off, etc.
• Gaining access to and learning how to use tools and systems (email, chat, software tools).
• Attending coffee chats or onboarding sessions offered by your company.

Meet Managers, Team Members and Collaborators

At many companies, part of onboarding can look like having 15- to 30-minute one-on-one meetings with team members or collaborators. It’s especially important to meet with your manager on the first or second day of a new job to discuss what their expectations are. 

“The list of people your manager is getting you to talk to, those are your performance review people,” said Alexandria “Lexi B.” Butler, who has worked in tech for several years and is the founder of Sista Circle: Black Women in Tech . “Literally your manager is telling you, these are the people that I will talk to to see if you get a raise.”

New hires will want to ask their coworkers about what they do, how their jobs impact one another and their overall thoughts on company culture and processes.  

Some companies have a buddy system for new employees, where they can get to know someone else at the company who they can go to for guidance that isn’t their direct manager.

“We make sure that we also have a peer onboarding partner, so really having a buddy with somebody, a safe space where you can ask those questions that you perhaps wouldn’t want to ask of your manager,” Rebecca Port, chief people officer at 10x Genomics , told Built In. “Someone who can help you understand the context of the why behind things.”

Go Over Responsibilities and Company Dynamics

During these first 30 days, take time to go over the responsibilities in the job description and start to think of a plan to tackle them, plus focusing on learning the company dynamics, according to Annabel Maw, director of communications at Jotform .

“It’s mostly just getting a really good framework and foundation for how the company operates and how the product works, and then just understanding the competitive landscape too in the industry,” Maw said.

60 Days Into a 30-60-90 Day Plan

Have steps to reach a goal and start to contribute.

Before the first 60 days, many companies expect that there will be outlined steps for meeting an employee’s initial goals or completing first projects.

By day 60, Ciccarelli said Voices employees are expected to have an understanding of the product and be able to give a product demonstration, which is a rite of passage for new employees. At Bitise, Haandrikman said employees should strive to start making an impact on the business after the first 30 days by outlining specific steps to reach a goal.

Deepen Colleague Relationships and Discuss Projects

Conversations with colleagues should continue after the first 30 days, Butler said, and these conversations should go even deeper to help employees learn about how they are performing against expectations so far.

90 Days Into a 30-60-90 Day Plan

Have an outcome to share and make suggestions.

By the end of an employee’s first 90 days, they are often expected to have an outcome to share with the company, such as completing a key first assignment or goal. It’s also not too early to start making enhancements at the company by day 90, Haandrikman said.

Reflect and Review With Your Manager

At an employee’s 90-day review with their manager, Butler suggests asking these questions:

• What have I done well? 
• What can I work on? 
• How do you see me in this role evolving in the next year?

These questions will help you to understand your strengths and where you stand out — your special skills and abilities that will help shape your career. 

“Now people have gotten to know you. They’ve gotten to see your strengths and your weaknesses because everybody has them,” Butler said. “You start creating your career … people just start seeing it, and in those 90 days, people will start giving you those tidbits.”

30-60-90 Day Plan Templates

While 30-60-90 day plans can be highly personalized to the employee, a template is a proven way to help a manager get started and make sure they don’t forget all of the essential tasks needed for onboarding.

These 30-60-90 day template ideas — whether provided by a company or used for personal progress tracking — can be used to outline and track expectations for new employees.

Simple 30-60-90 Day Plan Template 

Voices’ 30-60-90 day plan template, as shared by Ciccarelli, fits on one page and is in bullet form. This type of template is effective for making plan notes in a simple format that can be fleshed out later. It also implements a SMART goal template, which gives employees direction for writing clear goals. 

Visual 30-60-90 Day Plan Template 

As for Mural’s 30-60-90 day plan template, this example is highly visual and maps out a path for an employee to follow over the course of the first three months. Templates like this can keep the 30-60-90 day plan fun and light-hearted, and provide images alongside goals to help employees better visualize what they should accomplish.

Create Your Own 30-60-90 Day Plan Template

It also doesn’t have to be all up to the company to provide a plan to follow.

For Butler when she enters a new job, she creates an Excel document with tabs for 30, 60 and 90 days. She has columns for the tasks she’s working on and the feedback she receives. For items she’s told to keep working on after the first 30 days, she copies them to the 60 day tab, and so on. 

She also said working with software tools like Workday has been a helpful way to keep both the employee and manager accountable with documenting progress.

In many cases, how well an employee follows a 30-60-90 plan can be a strong predictor of their future success at the company.

Frequently Asked Questions

What is a 30-60-90 day plan.

A 30-60-90 day plan is a document that outlines expectations or goals new employees should meet within their first 30, 60 and 90 days at a company.

What should be included in a 30-60-90 day plan?

A 30-60-90 plan should include:

• Defined goals or expectations a new employee should meet by day 30, 60 and 90
• Information about onboarding, training and key employee documents or systems to access
• Information about who to contact or what other resources to reference to help reach the defined goals

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