If you’re preparing for a field sales or outside sales role, chances are you’ll be asked to develop a 30-60-90 day sales plan as part of the interview process. Alternatively, your new sales manager might craft one for you after onboarding. Either way, this structured plan is a critical tool for success:
- For hiring managers, it provides insight into your ability to prioritize tasks, define measurable goals, and demonstrate a solid understanding of the role’s responsibilities.
- For new hires, it serves as a roadmap to hit the ground running and deliver results quickly.
In this guide, we’ll break down the essential components of a winning 30-60-90 day sales plan tailored specifically for outside sales professionals.
Whether you’re stepping into a new role or preparing for an interview, you’ll learn how to craft a plan that highlights your expertise, builds trust with leadership, and sets you up for long-term success in the field.
- What is a 30-60-90 Day Sales Plan?
- Key Benefits of a 30-60-90 Day Sales Plan
- Five Ideal Scenarios for a 30-60-90 Day Sales Plan
- How to Create a 30-60-90 Day Sales Plan Step-by-Step
- Common Mistakes to Avoid when Building a 30-60-90 Day Sales Plan
- Sample 30-60-90 Day Plan for New Field Sales Reps
What is a 30-60-90 Day Sales Plan?
A 30-60-90 day sales plan is a three-month guide that helps new sales team members succeed by breaking goals into clear phases:
- First 30 Days: Learn the Essentials: Start by mastering product details, understanding company systems, and building trust with your team. Think of this as your foundation-building period.
- Next 30 Days: Plan Your Moves: Now identify sales opportunities and create your strategy. Begin reaching out to potential clients while adjusting your approach based on what you’ve learned.
- Final 30 Days: Deliver Wins: Execute your strategy fully, focus on closing deals, and show measurable results that prove your impact on business goals.
This approach works because it replaces uncertainty with clear milestones. Managers and team members stay aligned through each phase, with defined expectations for what success means at 30, 60, and 90 days. Whether you’re training someone or starting a new role yourself, this plan helps build quick momentum while keeping everyone focused on tangible progress.
Key Benefits of a 30-60-90 Day Sales Plan
A 30-60-90 day sales plan benefits both sales managers and new sales reps by providing a structured way to track progress, address challenges, and celebrate wins during the critical first three months of a new role.
For sales managers, this plan is an essential tool to ensure team members are growing into their roles effectively. It highlights areas where additional training or guidance might be needed, allowing managers to provide timely support that drives success.
For sales reps, documenting goals and accomplishments creates accountability and builds confidence. This structured approach ensures that no milestone is overlooked, making it easier to measure growth and stay focused on delivering results.
Additionally, the 30-60-90 day plan serves as a valuable resource during performance reviews. By capturing key achievements and challenges along the way, both managers and employees can reflect on specific details that might otherwise be forgotten over time.
In short, a 30-60-90 day sales plan isn’t just about setting goals—it’s about creating alignment, fostering accountability, and building momentum for long-term success in the field.
Five Ideal Scenarios for a 30-60-90 Day Sales Plan
Creating a 30-60-90 day sales plan requires some effort, but it’s not something you’ll need to do frequently. Here are five situations where developing this type of plan is especially valuable:
1. During the Interview Process
Most sales job interviews involve multiple steps and stakeholders, from the initial screening and job interview with an HR generalist, to the final meeting with high-ranking decision-makers. If you clear the first hurdle in the hiring process, you should start working on your sales plan.
A hiring manager may informally ask you how you would approach your first 30, 60, and 90 days on the job. That’s your opportunity to make a great impression! Instead of simply answering the question, you can present a copy of your formal plan that shows the hiring managers that you are thinking ahead and serious about the job.
2. During Your First Week On The Job
In some cases — especially a new sales position or if you’ve earned an internal promotion — you may not need to present a 30-60-90 day sales plan until your first week on the job. Even if you’re not asked to provide a plan right away, creating one can help you demonstrate your commitment to your new role.
Having a plan in place will also help you feel like you have control of the situation, and gives you something to refer to if you feel lost or stuck.
3. When Territory Assignments Change
If your role is expanding to include management of new territories, create a 30-60-90 day plan for new sales territory areas. Your plan should define geographic boundaries for territories, which sales reps are responsible for those territories, and the metrics you’ll use to evaluate territory performance.
4. When Onboarding Sales Managers
A 30-60-90 day sales plan is also useful if you’re onboarding a new sales manager. You can show new sales managers what sales processes or systems they’ll be learning about in the first 30 days, define expectations for the first three months, and explain how you assess performance and communicate feedback.
5. Building Sales Skills
Companies may expect their new sales reps to be continuously improving upon their skills, and to identify opportunities for doing so. Once you’ve settled into your new role, you might need a new 30-60-90 day sales plan that defines:
- How you’ll research new technology that improves your efficiency
- Your timeline for implementing new technology
- How you’ll share new knowledge with your team
- You might also use a three-month sales plan to outline your goals for improving your sales strategy, and the sales quota you’re aiming for.
How to Create a 30-60-90 Day Sales Plan Step-by-Step
Step 1: Create an Outline that Includes Each Phase
The 30-60-90 day plan is divided into three distinct phases, each with its own focus:
Days 1–30: Learning and Onboarding
- Focus on gathering knowledge about the company, products/services, market, and internal processes.
- Build relationships with colleagues and key stakeholders.
Days 31–60: Strategic Planning and Initial Execution
- Begin applying what you’ve learned by engaging with prospects and refining your approach.
- Develop a pipeline of leads and start implementing your sales strategy.
Days 61–90: Delivering Measurable Impact
Transition into full execution mode by closing deals, optimizing strategies, and delivering tangible results.
Step 2: Define Goals for Each Phase
Each phase should include specific, measurable, achievable, relevant, and time-bound (SMART) goals that align with company objectives.
Days 1–30 – Learning and Onboarding
Goals:
- Complete all onboarding and training programs.
- Master product knowledge and understand the company’s mission, values, and sales process.
- Research the target market, competitors, and customer pain points.
Actions:
- Shadow experienced team members to observe best practices.
- Meet with managers and colleagues to understand team dynamics and expectations.
- Familiarize yourself with CRM tools and other sales technologies,
Metrics:
- Pass any required certifications or assessments.
- Demonstrate the ability to articulate the company’s value proposition clearly.
Days 31–60 – Strategic Planning and Initial Execution
Goals:
- Build a pipeline of qualified leads by conducting outreach to prospects.
- Begin nurturing relationships with key accounts in your territory or market segment.
Actions:
- Conduct discovery calls or meetings to identify customer needs.
- Test different messaging strategies to refine your pitch.
- Collaborate with your manager for feedback on early sales interactions.
Metrics:
- Schedule at least 10–15 meetings or demos with qualified prospects.
- Identify high-value opportunities worth [insert target revenue].
Days 61–90 – Delivering Measurable Impact
Goals:
- Close initial deals from your pipeline while continuing to prospect for future opportunities.
- Establish yourself as a trusted resource for clients and teammates alike.
Actions:
- Follow up consistently with prospects to move them through the sales funnel.
- Use feedback from previous interactions to refine your negotiation strategies.
- Plan long-term strategies for managing your territory effectively post-onboarding.
Metrics:
- Meet or exceed your first-quarter revenue target (e.g., close [X] deals worth [Y] dollars).
- Maintain a healthy pipeline with clear next steps for all active opportunities.
Step 3: Personalize Your Plan
While templates can provide a starting point, it’s essential to tailor your plan based on:
- Your role (e.g., field rep vs. manager).
- The company’s goals and values.
- The unique dynamics of your territory or market segment.
For example, if you’re entering a new territory, include tasks like conducting SWOT analyses or mapping out key accounts in the region.
Step 4: Track Progress Regularly
Regularly evaluate your progress at the end of each phase to ensure you’re meeting your goals. Schedule weekly check-ins with your manager to discuss performance metrics and challenges. Use CRM tools to track outreach efforts, deal progress, and pipeline health. And finally, adjust goals or strategies as needed based on real-time feedback.
A well-crafted 30-60-90 day sales plan fosters accountability while providing structure during critical transition periods in a new role. By setting clear priorities for learning, planning, and execution—and regularly tracking progress—you can build momentum quickly while demonstrating value to your team.
With this framework in place, you’ll be positioned not just for short-term wins but also for long-term success in your sales career!
4 Common Mistakes to Avoid in a 30-60-90 Day Sales Plan
You should be off to a great start in developing your 30 60 90 day sales plan. But, as with anything, things can easily get derailed.
In this section, we’ll cover common mistakes and how to avoid them.
1. Failing To Include Enough Details
As you’ll recall, the most important function of your plan is to clearly outline your objectives. Make sure that your plan has no room for misinterpretation. Include specifics in your plan such as dates, percentages, and other figures.
2. No Plan to Measure Success
It’s not really a plan if there is no way to measure success. Within each phase of your plan, be specific about what constitutes successful completion of a task.
3. An Inflexible Mindset
When you start a new role, you have a lot to learn. By the time you start executing a plan, you’ll likely find some of your assumptions incorrect, and you’ll need to adjust the plan accordingly.
Don’t let this bog you down, or worse, stop you from following through. Make sure your plan is flexible enough to make adjustments as needed.
4. Not Following Up With Your Manager
A 30-60-90 day sales plan requires ongoing two-way communication between employee and manager. Without ongoing feedback, there’s no way to know if you’re truly meeting expectations.
Sample 30-60-90 Day Sales Plan for New Field Sales Reps
A well-crafted 30-60-90 day sales plan ensures that new field sales reps can transition into their roles effectively, align with company goals, and deliver measurable results. Below is a detailed example tailored for a new field sales representative:
Days 1–30 – Learning and Onboarding
The focus of the first month is to build foundational knowledge about the company, products, processes, and target market while establishing key relationships.
Goals:
- Complete all onboarding and training programs.
- Master the company’s mission, values, and sales methodologies.
- Develop a deep understanding of the product/service offerings, including features, value propositions, and competitive differentiators.
- Familiarize yourself with the CRM system and other sales tools.
Actions:
- Shadow experienced sales reps to observe best practices in the field.
- Meet with key stakeholders, including managers, product teams, and marketing teams.
- Research the target market, ideal customer profiles (ICPs), and competitors in your assigned territory.
- Review case studies or success stories to understand how the product has solved customer pain points.
Success Metrics:
- Demonstrate the ability to articulate the company’s value proposition clearly.
- Pass any required product or sales methodology certifications.
- Build a list of key accounts or prospects within your territory for outreach in Phase 2.
Days 31–60 – Strategic Planning and Initial Execution
The second month focuses on applying what you’ve learned by engaging with prospects, refining your approach, and building a pipeline.
Goals:
- Begin prospecting and conducting outreach to potential customers in your territory.
- Develop a personalized sales strategy tailored to your assigned market or territory.
- Establish initial relationships with key prospects through meetings, calls, or events.
Actions:
- Use CRM data to prioritize high-value leads and create an optimized route plan for in-person visits.
- Conduct discovery calls or meetings to understand customer needs and pain points better.
- Test different messaging strategies to refine your pitch and value proposition delivery.
- Collaborate with your manager for feedback on early interactions and adjust your approach accordingly.
Success Metrics:
- Schedule at least 10–15 meetings or demos with qualified prospects.
- Build a pipeline of leads worth at least [insert target value based on company expectations].
- Receive constructive feedback from managers on initial prospecting efforts.
Days 61–90 – Delivering Measurable Impact
In the final phase, the focus shifts to closing deals, achieving tangible results, and refining strategies for long-term success.
Goals:
- Close initial deals from the pipeline built in Phase 2.
- Strengthen relationships with prospects who are not yet ready to buy but show potential for future opportunities.
- Evaluate personal performance to identify areas for improvement moving forward.
Actions:
- Follow up consistently with prospects in your pipeline to move them through the sales funnel.
- Use feedback from previous interactions to refine your approach during negotiations or presentations.
- Collaborate with internal teams (e.g., marketing or product) to address any objections or challenges raised by prospects.
- Begin planning long-term strategies for managing your territory effectively after the first 90 days.
Success Metrics:
- Close [insert target number] deals or achieve [insert revenue goal] by Day 90.
- Maintain a healthy pipeline with clear next steps for all active opportunities.
- Present a detailed review of your first three months to leadership, highlighting achievements and lessons learned.
Why a 30-60-90 Day Sales Plan Works:
- Clarity: Each phase has specific goals, actions, and measurable outcomes that ensure alignment between the sales rep and management expectations.
- Action-Oriented Urgency: The plan emphasizes taking meaningful steps at every stage while maintaining momentum.
- Empathetic Authority: It provides actionable steps while addressing common challenges faced by new field reps (e.g., learning tools or refining pitches).
- Scalability: The framework can be adapted based on individual territories or company-specific metrics.
By following a structured plan, new field sales reps can build confidence in their role, establish credibility with leadership, and set themselves up for long-term success in their territory!
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