30-60-90 Day Plan for Sales and Team Development

A well-structured 30-60-90 day plan can be a transformative tool for sales reps, managers, and those managing new sales territories. By breaking down the onboarding and strategic development process into manageable segments, individuals and teams can systematically approach learning, implementation, and continuous improvement. A 30-60-90 Day Plan is a strategic outline for an employee’s first three months on the job, detailing goals and actions for each 30-day segment to ensure successful onboarding and integration.

This comprehensive guide integrates strategies for both new sales roles and managerial positions, providing a robust framework for success. Incorporating a 30-60-90 day plan into the new employee orientation guide ensures a structured and comprehensive approach to onboarding, setting the stage for sustained success and integration within the company.

Phase 1: Days 1-30 – Discovery and Learning

Sales Representatives and New Sales Territories

Focus on Learning and Understanding

• Company and Product Knowledge: New hires should immerse themselves in understanding the company’s mission, products or services, and target customers. This involves reviewing product catalogs, engaging with colleagues, and studying customer feedback.
• Market and Competitor Analysis: For those in new sales territories, it’s crucial to learn about the geographic area, demographics, market conditions, and competitors. Conducting a SWOT analysis helps identify strengths, weaknesses, opportunities, and threats.
• Team and Company Culture: Building relationships with team members and understanding the company culture is vital. Knowing key personnel, their roles, and how they contribute to the team helps in integrating smoothly.
• Customer and Vendor Introductions: Setting up meetings with significant customers, vendors, and strategic partners provides insights into existing relationships and expectations.

Learning Activities Checklist:

• Complete all onboarding and training sessions.
• Research the target market and ideal customer profiles.
• Conduct a comprehensive review of the budget.
• Join as many meetings as possible to absorb information.
• Schedule weekly check-ins with regional managers to discuss progress.

Managers

Focus on People, Culture, and Operations

• Connecting with Team Members: Engage with team members to understand their professional strengths, goals, and a bit about their personal lives. This helps in building trust and understanding team dynamics.
• Understanding Operations: Conduct in-depth research on competition, market trends, and internal team reports. This phase involves observing daily activities and making minor adjustments based on feedback.
• Setting Initial Goals: Identify any sales management tools needed and make initial changes to operations to support the team.

Ramp-Up Checklist:

• Learn key pieces of information (birthdays, likes/dislikes) about every team member.
• Identify skills gaps within the team.
• Make small changes to operations based on feedback from the team.

Phase 2: Days 31-60 – Implementation and Brand Building

Sales Representatives and New Sales Territories

Focus on Implementation

• Practical Experience: Start implementing what was learned in the first 30 days. This includes shadowing top sales team members, role-playing interactions, and beginning hands-on engagements with prospects.
• Goal Setting and Tracking: Establish clear sales goals and maintain a detailed journal of all sales activities. This phase is about testing the waters and refining initial approaches.
• Route Optimization: For new territories, optimizing routes for connecting with prospects and customers is critical. Focus on setting specific, measurable, attainable, relevant, and timely (SMART) goals.

Implementation Activities Checklist:

• Shadow a top sales team member.
• Set and document sales goals.
• Keep a clear record of all sales activities.
• Define and focus on key performance indicators (KPIs).
• Find new leads and create an optimized route for sales activities.

Managers

Focus on Process and Team Development

• Analyzing Data and Implementing Changes: Use the information gathered in the first phase to start improving processes. This involves training, simplifying procedures, and identifying areas for efficiency improvements.
• Goal Setting and Accountability: Create both team and individual production goals, conduct weekly team meetings, and hold team members accountable for their progress. Documenting best practices and processes for key activities ensures consistency and reliability.

Implementation Checklist:

• Conduct weekly team meetings with a consistent agenda.
• Set new, measurable goals for team members.
• Hold team members accountable with weekly check-ins on their goal progress.
• Replace any existing tools that are deemed unusable.

Phase 3: Days 61-90 – Improvement and Growth

Sales Representatives and New Sales Territories

Focus on Continuous Improvement and Forecasting

• Review and Refine: Analyze the results from the first 60 days to identify areas for improvement. Testing new approaches and soliciting feedback from team members, prospects, and customers helps in refining strategies.
• Forecasting and Scheduling: Perform sales forecasts for the rest of the year and set a standardized schedule that aligns with the refined sales strategy.

Improvement Activities Checklist:

• Review records and journals to identify areas for improvement.
• Test new sales approaches.
• Solicit feedback from team members and regional managers.
• Perform a sales forecast for the rest of the year.

Managers

Focus on Strategic Growth and Sustainability

• Growth Planning: Develop a hiring plan based on budget recommendations and present clear goals and results to upper management consistently. Collaborate with other departments on growth projects.
• Sustaining Culture and Processes: Continue to enforce company culture and refine processes. The goal is to build additional value and ensure the team is fully productive.

Growth and Sustainability Checklist:

• Develop a team hiring plan based on budget recommendations.
• Present clear goals and results to upper management on a consistent basis.
• Contribute to the broader company strategy in executive team meetings.
• Explore leveraging marketing in unique ways to grow the business sector.
• Collaborate with key stakeholders in other departments on new growth projects.

How to Write an Effective 30-60-90 Day Plan

Key Elements to Include:

• Clear and Realistic Goals: Define specific, measurable, attainable, relevant, and timely goals. Ensure each phase has distinct objectives that contribute to overall success.
• Timeline: Create a structured timeline for reaching each goal, broken down into daily, weekly, and monthly tasks.
• Measurement of Success: Establish metrics to assess progress. For example, being able to discuss a product comprehensively by the end of the first month can be a measurable goal.

Execution Tips:

• Use Software Tools: Utilize CRM platforms and sales funnel software to streamline time-consuming tasks like generating reports and calculating performance metrics.
• Personalize the Plan: Tailor the plan to fit individual learning and operational styles. While the structure may be similar across plans, the details should align with personal and organizational needs.

Conclusion

A well-crafted 30-60-90 day plan sets the foundation for success by providing a clear roadmap for new sales reps, managers, and those navigating new sales territories. By focusing on learning, implementation, and continuous improvement, individuals can achieve their goals systematically and effectively. Whether you’re starting a new role, leading a team, or exploring a new market, this structured approach ensures you’re prepared, focused, and poised for long-term success.