Crafting a Winning 30-60-90 Day Sales Plan: The Definitive Guide

Whether you’re a new sales rep or an experienced manager entering unfamiliar territory, the first 90 days in a role are critical for making your mark. Instead of fumbling through onboarding, you need a foolproof 30-60-90 day sales plan.

This strategic blueprint will help you ramp up quickly, deliver results, and showcase your potential during the crucial three-month window that shapes perceptions. In this comprehensive guide, learn how crafting an organized 30-60-90 day plan can set you up for sales onboarding success.

Understanding 30-60-90 Day Sales Plans

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

A 30-60-90 day plan is a strategic framework outlining the key goals, priorities, and activities for a sales rep or manager during their first 90 days in a new role. It breaks down the onboarding and ramp-up process into three actionable 30-day phases:

First 30 days – Focus on learning about the company, products, role, and team.

Next 30 days – Start implementing what you’ve learned and actively contributing.

Final 30 days – Refine your approach based on lessons learned and work towards mastery.

The 30-60-90 day structure creates a manageable timeline for getting up to speed quickly and making an impact. Each phase has its own objectives:

30 Days: Absorb information and training, build relationships.

60 Days: Put learning into practice, achieve initial goals.

90 Days: Improve processes, take on new challenges.

A detailed 30-60-90 day plan identifies specific goals, actions, and metrics for each phase. This enables the manager or rep to systematically build skills, deliver results, and demonstrate their capabilities in the new role.

Why are 30-60-90 day plans important for sales success?

An effective 30-60-90 day sales plan offers many benefits:

  • Shows commitment – Bringing a plan to the interview proves you can set goals and manage your time. Presenting one in the first week demonstrates dedication.
  • Provides focus – Outlining objectives for each phase prevents getting overwhelmed and helps you prioritize.
  • Builds confidence – Achieving the incremental goals you set boosts self-assurance in your abilities.
  • Enables faster ramp-up – Having a roadmap helps you get productive more quickly in a new sales role.
  • Allows measurement – Defined targets let you and your manager track progress and calibrate as needed.
  • Identifies gaps – Reviewing results indicates where you need to improve to advance.
  • Eases anxiety – The structure takes some of the stress out of starting a new position.
  • Kickstarts development – The ramp-up plan transitions into ongoing skill-building.

Without a clear direction, it’s easy to flounder in a new sales role. The 30-60-90 day plan provides visibility and guidance to smoothly adapt to unfamiliar territory.

When should you create a 30-60-90 day sales plan?

There are two optimal times to write a 30-60-90 day sales plan:

1. During the interview process

Coming to the interview with a plan already prepared demonstrates strategic thinking and initiative. The 30-60-90 day plan shows how you would approach ramping up in the role. This helps you stand out from other candidates.

Tailor your plan based on the job description and your understanding of the company’s needs. Focus on how you will learn the ropes, begin contributing, and add unique value.

2. Within the first week on the job

If you weren’t asked to present a 30-60-90 day plan for the interview, create one within the first week of starting.

Use the job description and your initial observations of the team’s priorities to build your plan. Run it by your manager to refine and align it with broader organizational goals.

The beginning of a new sales role is the perfect opportunity to create momentum and make a strong first impression. The 30-60-90 day structure will help you do exactly that.

Having a well-defined roadmap sets you up for faster onboarding, greater productivity, and higher job satisfaction. It transforms the stresses of the unknown into an ordered process for skill-building and positive outcomes.

Whether you craft it for the interview or on day one, a clear 30-60-90 sales plan enables you to hit the ground running. The incremental goals keep you focused on demonstrating your abilities. This leads to sales success and professional growth in your new role.

Creating an Effective 30-60-90 Day Sales Plan

Crafting a comprehensive 30-60-90 day sales plan is vital for providing focus and structure during your onboarding and ramp-up. Follow these key steps to create a strategic plan that sets you up for short-term wins and long-term success.

Researching your company, team, and role

Thorough preparation is crucial before defining the specifics of your 30-60-90 day plan. Take time upfront to analyze key information related to your new sales position.

Understand the company’s background

  • Founding story, mission, vision, values
  • Products, customers, market position
  • Organizational structure and culture

Study the team’s goals and processes

  • Sales objectives, quotas, compensation structure
  • Current strategies, playbooks, tools
  • Daily routines, meetings, and norms

Learn about the role’s responsibilities

  • Required skills, essential duties
  • Previous successes and challenges
  • Support resources available

Identify key stakeholders

  • Sales manager, product experts, marketing team
  • Colleagues you’ll collaborate with regularly
  • Mentors who can provide guidance

This upfront research gives you crucial context for mapping out an aligned 30-60-90 day sales plan.

Setting S.M.A.R.T. goals for each timeframe

With your background knowledge, you can define S.M.A.R.T. goals for each of the three phases.

S.M.A.R.T. stands for:

Specific, Measurable, Achievable, Relevant, Time-bound

Here are examples of S.M.A.R.T. goals for each 30-day period:

First 30 Days

  • Shadow top sales rep for 5 calls to learn objection handling
  • Learn names/roles of all 20 team members
  • Complete new hire training with a score of at least 90%

Next 30 Days

  • Make 50 cold calls per week for lead generation
  • Set up demos with 5 promising leads identified through calls
  • Close 2 new deals with current warm leads

Final 30 Days

  • Improve sales presentation conversion rate by 25%
  • Cross-sell new offering to 10 current customers
  • Receive positive 360 feedback on teamwork and communication

S.M.A.R.T. goals give you clarity on the specific metrics and results expected for each phase.

Defining metrics and key results to track

In addition to S.M.A.R.T. goals, identify key performance indicators (KPIs) to quantify your progress.

Examples of sales metrics to track:

  • Sales activity volume – calls made, emails sent
  • Lead conversion rates – demos scheduled, opportunities created
  • Win rates by opportunity stage – initial meetings, proposals, closed deals
  • Average deal size, sales cycle length, revenue contribution
  • Productivity – calls per day, meetings booked each week

Ways to measure process improvement:

  • Reduced revisions on proposals, presentations, emails
  • Faster turnaround on internal requests
  • Positive feedback from manager and teammates

Relationship and teamwork metrics:

  • Number of colleagues/stakeholders met with 1:1
  • Initiatives contributed to, collaboration opportunities uncovered
  • Feedback scores on teamwork, culture addition

The right sales KPIs will give you tangible insights into the impact of your daily and weekly activities.

Outlining learning, performance, and relationship goals

In addition to S.M.A.R.T. objectives and key metrics, your 30-60-90 day sales plan should outline goals across three categories:

Learning Goals

What knowledge and skills do you need to acquire? Examples:

  • Product training to master feature selling
  • Shadowing top reps to learn sales process
  • Studying buyer personas and target accounts

Performance Goals

What targets will you work to hit? Examples:

  • Making 50 cold calls per day
  • Closing 3 new deals within first 60 days
  • Increasing reply rate from 20% to 30%

Relationship Goals

How will you connect with stakeholders? Examples:

  • Meeting with sales coach weekly
  • Grabbing lunch with different team members
  • Volunteering for employee social committee

Illustrating your plan to grow across these areas shows your multifaceted approach to onboarding.

Getting stakeholder feedback and buy-in

Your first draft of the 30-60-90 day sales plan likely has the right components. But now it’s time to get stakeholder perspectives to refine it and secure alignment.

Who to involve:

  • Sales manager – Expectations for your role
  • Sales coach – Onboarding best practices
  • Top performer – What makes them successful
  • Direct teammates – Ways to collaborate

Collect feedback on:

  • Are the goals achievable but challenging enough?
  • What training is mandatory to complete?
  • Any company or team initiatives to get involved in?
  • How to structure your time most effectively?

Make revisions based on input:

  • Add or adjust goals based on priorities
  • Outline stakeholder meetings on your calendar
  • Block out fixed times for certain activities
  • Define how you’ll track and report on progress

Gaining buy-in from your manager and colleagues ensures your plan is calibrated to set you up for success. Periodically reviewing it together also provides accountability.

With the right preparation and planning, you’ll be equipped to exceed expectations during your 30-60-90 day onboarding. Defining measurable goals and outlining key actions positions you to make substantive contributions while positioning yourself for ongoing excellence.

30-60-90 Day Plan Templates, Examples, and Tips

To create a robust 30-60-90 day sales plan, it helps to have examples tailored to different roles and situations. Here are templates, sample plans, and tips for sales reps, managers, territories, interviews, and execution.

Sales rep 30-60-90 day plan template

For sales reps starting a new role, a 30-60-90 day plan might look like:

First 30 Days

  • Complete onboarding training
  • Learn CRM and sales tools
  • Study product offerings and positioning
  • Meet with manager weekly
  • Shadow top performers

Next 30 Days

  • Make 50 cold calls per day
  • Research accounts in territory
  • Set up 15 discovery calls
  • Create first sales presentation
  • Close 2 new deals

Final 30 Days

  • Consistently hit call and meeting quotas
  • Shorten sales cycle by 5 days
  • Get promoted from trial to full access in CRM
  • Improve reply rate to cold emails by 25%
  • Cross-sell to 5 existing accounts

Sales manager 30-60-90 day plan template

For new sales managers, a 30-60-90 day ramp-up plan may look like:

First 30 Days

  • Learn about each direct report
  • Review historical team performance
  • Observe daily processes and meetings
  • Uncover team challenges and friction points
  • Implement one process improvement

Next 30 Days

  • Set expectations and quotas for direct reports
  • Develop training plans to elevate skills
  • Identify team synergies and collaboration opportunities
  • Implement one change to support team
  • Plan company-wide sales initiative

Final 30 Days

  • Coach direct reports on career development paths
  • Create feedback process for ongoing improvement
  • Review required skills for open sales roles
  • Identify operational bottlenecks to address
  • Implement sales initiative across organization

New territory 30-60-90 day plan template

When expanding to a new territory, the 30-60-90 day ramp-up may involve:

First 30 Days

  • Study territory demographics and market landscape
  • Build ideal customer profile
  • Identify target accounts and decision makers
  • Define sales KPIs to track
  • Implement tools and processes for new region

Next 30 Days

  • Make 100 cold calls to prospects
  • Set meetings with 20 top targets
  • Develop relationships with key accounts
  • Define timely, measurable sales goals
  • Document territory plan and calendar

Final 30 Days

  • Review results and get feedback on territory plan
  • Refine processes based on lessons learned
  • Consolidate top prospects for ongoing outreach
  • Calculate sales forecasts and pipeline needs
  • Plan site visits, events, and trips for next quarter

Writing an impressive 30-60-90 day plan for interviews

Here are tips for developing a 30-60-90 day sales plan for your interview:

  • Align your stated goals and priorities with the role’s responsibilities
  • Include specific activities that add unique value based on your strengths
  • Outline how you’ll learn the ropes, build relationships, and drive results
  • Emphasize capability to be self-directed and manage your own onboarding
  • Demonstrate you understand the company’s culture and needs
  • Show your plan to sales leaders at the company for feedback before interview
  • Bring printed copies of the plan to leave with the hiring team

Software to execute your 30-60-90 day sales plan

The right sales CRM and performance management platforms streamline executing a results-driven 30-60-90 day plan. Look for:

  • Activity tracking and task management
  • Customizable reports and sales analytics
  • Automated sales outreach and cadence tools
  • Sales coaching and feedback capabilities
  • Real-time progress visibility and calibration

With data-driven software, you can quickly determine what’s working and where adjustments are required. This allows you to execute your plan efficiently and consistently improve during the crucial ramp-up period.

An organized 30-60-90 sales plan combined with enabling technologies positions you to onboard smoothly, deliver value, and establish yourself as a high-performer.

Making the Most of Your First 90 Days in a New Sales Role

A thoughtful 30-60-90 day sales plan maximizes your growth and impact during onboarding. However, even with a solid plan, it’s easy to make missteps. Be aware of potential pitfalls and have a strategy for continual improvement beyond the first 90 days.

Avoiding common pitfalls of 30-60-90 day plans

When executing your 30-60-90 day sales plan, keep these common missteps in mind:

Not keeping your manager aligned – Have weekly check-ins to update on progress and challenges. Show you value their mentorship.

Focusing too much on formal training – Hands-on shadowing and field experience will build skills faster.

Not managing energy – Don’t burn yourself out trying to do everything at once. Take breaks to recharge.

Failing to track and review metrics – Regularly analyze your data to inform adjustments and development areas.

Skipping relationship-building – Make time for rapport-building with colleagues, not just selling.

Only selling to “low-hanging fruit” – Resist the temptation to only target easier short-term wins.

Not seeking continuous feedback – Ask teammates and managers how you can improve week-overweek.

Assuming your plan is perfect – Be flexible, not rigid. Adapt your approach based on results.

Stopping planning at 90 days – Have a next-phase plan to maintain your acceleration beyond onboarding.

Continuing to set goals and grow beyond 90 days

The 30-60-90 day structure cultivates the habit of goal-setting. Keep this up beyond the first 90 days by:

  • Having quarterly and annual goal-setting sessions
  • Scheduling monthly and weekly reviews of the sales funnel
  • Outlining daily and weekly priorities and to-do lists
  • Identifying new skills to develop each quarter
  • Meeting regularly with your sales manager and coach
  • Cross-training into complementary roles
  • Attending industry conferences and events
  • Rotating into new accounts and territories

Ongoing goal-alignment, skills development, and new challenges are key to sustaining your ascent.

Tips for long-term sales success from 30-60-90 day plans

The foundation built via an effective 30-60-90 day launch plan serves as the bedrock for continued excellence. Some keys to leverage this solid base:

Maintain organized processes – Use sales software to systematize your routines.

Keep researching your accounts – Always be learning more about your customers.

Focus on value, not quotas – Give clients solutions to their problems. The sales will come.

Review what’s working – Replicate tactics that get results. Abandon those that don’t.

Continuously add tools to your belt – Add new sales skills and software knowledge every quarter.

Watch the competition – Know their offerings and strategies so you can counter them.

Make time for both strategy and execution – Plan your work and work your plan.

With the right first 90 day foundation through a solid 30-60-90 day plan, you gain an advantage in onboarding faster, impressing your team, and being positioned for ongoing excellence. Keep the momentum going with strategic goal-setting, skill-building, and value-driven actions. Consistent execution compounds over time for sales success.

Key Takeaways and Next Steps

An effective 30-60-90 day sales plan is crucial for driving rapid results when onboarding into a new role or territory. By summarizing the key points and next actions, you’ll be equipped to create your own plan.

Why 30-60-90 day plans matter

Here are the most impactful benefits of having a structured 30-60-90 day sales plan:

  • Accelerates productivity – Clear goals shorten the learning curve so you reach full capacity faster.
  • Provides focus – Defined priorities prevent getting overwhelmed and enable execution.
  • Demonstrates initiative – Bringing a plan to an interview shows commitment to success.
  • Enables measurement – Metrics allow monitoring progress and calibrating as needed.
  • Identifies areas for improvement – Reviewing results highlights skill gaps to address.
  • Reduces stress – Having a roadmap creates confidence instead of uncertainty.
  • Kickstarts development – The initial plan transitions into ongoing growth.
  • Establishes credibility – Achieving incremental targets builds trust and reliability.

The benefits of having a well-constructed 30-60-90 day plan are clear: faster onboarding, greater productivity, skill development, and showcasing your abilities. The investment required to craft one pays dividends throughout your sales career.

How to get started crafting your 30-60-90 day sales plan

Follow these steps to create your own 30-60-90 day sales plan quickly:

1. Download a template – Use our free 30-60-90 day sales plan template to follow the proven framework.

2. Set your SMART goals – Outline Specific, Measurable, Achievable, Relevant, Time-bound goals per phase.

3. Define metrics and results – Determine quantitative Key Performance Indicators and targets to track.

4. Review with your sales manager – Get buy-in and refinements from key stakeholders.

5. Block time on your calendar – Schedule actions from your plan into your daily and weekly calendar.

6. Execute tasks consistently – Follow your plan, collect data, course-correct as needed.

7. Update the plan regularly – Review with your manager monthly to add new goals and actions.

Following these steps will lead to a clear roadmap for maximizing your first 90 days and beyond. With consistent execution, you’ll onboard smoothly, deliver impact quicker, and establish yourself as a top performer equipped to succeed in any sales environment.


  • A 30-60-90 day plan provides sales reps and managers with a strategic roadmap for their first 90 days in a new role.
  • It is structured into 30 day phases, each with goals to learn, implement, and improve during the onboarding process.
  • Crafting a 30-60-90 plan demonstrates initiative, accelerates ramp-up, and enables performance tracking.
  • The plan should outline specific SMART goals, key metrics, and activities across learning, performance, and relationships.
  • Getting feedback from stakeholders ensures alignment with company goals and calibration of the plan.
  • Customized templates and examples can be followed for sales reps, managers, new territories, and interviews.
  • Software enables executing the plan efficiently through activity tracking, analytics, and automation.
  • Avoid common pitfalls like not reviewing metrics, skipping relationship-building, and failing to adapt the plan.
  • Ongoing goal-setting, skills development, and process improvements beyond 90 days sustains success.
  • With the right 30-60-90 day launch plan, salespeople can onboard smoothly, deliver quick wins, and establish themselves as top performers.

Frequently Asked Questions

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

A 30-60-90 day sales plan outlines goals, activities, and metrics for sales reps and managers to hit during their first 90 days in a new role. It is structured into 30-day phases for learning, implementing, and improving.

When should you create one?

Create a 30-60-90 plan for a job interview to demonstrate initiative. Also draft one within the first week on a new sales job to align with the manager on onboarding.

What goes in each 30-day section?

Each phase should have 3-5 SMART goals, key metrics to track, and specific activities tied back to learning, performance, and relationships.

How detailed should the plan be?

Aim for 3-8 pages with enough details to demonstrate thoughtfulness but not be overly rigid. Be flexible for adjustments.

How do you create an effective plan?

Do thorough research beforehand on the company, team, and role. Outline SMART goals per phase. Get feedback from your sales manager and other stakeholders before finalizing.

What sales metrics should you include?

Track activity volume, lead conversion rates, win rates, deal size, sales cycle length, productivity, and customer retention metrics.

What are common 30-60-90 day plan pitfalls?

Not reviewing metrics, failing to adapt the plan, skipping relationship-building, underestimating energy needs, and not maintaining manager alignment.

How can software help execute my plan?

Sales CRM software with activity tracking, analytics, and automation features enables efficiently executing a 30-60-90 sales plan.

How do you sustain success after the first 90 days?

Keep setting SMART quarterly and annual goals. Develop new skills continuously. Review metrics and processes regularly. Take on new challenges and responsibilities.