You’re staring down a field sales interview, or you just landed the role. Either way, someone’s going to ask about your first 90 days—and “I’ll figure it out” isn’t the answer that wins deals or builds trust with leadership.
Up to 20.5% of new hires quit within their first three months. Structured onboarding changes that. Companies with effective onboarding programs see 10% higher sales growth rates and 14% better achievement of sales objectives. For field sales reps, where territory knowledge and route efficiency matter from day one, a solid 30-60-90 day plan is the difference between ramping fast and burning out.
This guide breaks down how to build a field-smart plan that gets you closing deals faster, proves your value to leadership, and sets you up for long-term territory success—whether you’re presenting it in an interview or executing it in your first week.
What Is a 30-60-90 Day Plan?
A 30-60-90 day sales plan is a three-month roadmap that breaks your onboarding into three clear phases: learn, execute, and prove results. Instead of wandering through your first quarter hoping you’re doing the right things, you define specific goals, actions, and metrics for days 1-30, 31-60, and 61-90.
The three phases work like this:
- Days 1-30: Learn Your Territory – Master product knowledge, shadow top reps, map your territory, and build relationships with your manager and internal teams. This is foundation-building.
- Days 31-60: Start Selling – Begin prospecting, run presentations, build your pipeline, and refine your pitch based on real conversations. You’re testing what works in your territory.
- Days 61-90: Close Deals – Execute your strategy fully, hit your first quota targets, and deliver measurable results that prove your impact on revenue.
This structure works because it replaces guesswork with milestones. You know exactly what success looks like at 30, 60, and 90 days—and so does your manager.
Why Field Sales Reps Need This Plan
A 30-60-90 day plan benefits both reps and managers by creating alignment, accountability, and a clear path to productivity during the critical first quarter.
For New Hires
- Faster ramp time. The average sales rep takes 3.2 months to reach full productivity. A structured plan cuts that time by giving you a clear focus each week instead of spinning your wheels on low-value tasks.
- Confidence in the field. When you know your territory boundaries, understand your pitch inside-out, and have a pipeline strategy, you walk into meetings prepared—not panicked.
- Proof of progress. Documenting your wins and challenges creates a record for performance reviews and helps you course-correct quickly when something isn’t working.
For Hiring Managers
- Better evaluation criteria. Instead of vague assessments, managers can track specific metrics—meetings scheduled, pipeline value, deals closed—to measure onboarding success.
- Structured coaching. The plan highlights exactly where a new rep needs support, whether that’s product knowledge, objection handling, or route optimization.
- Team alignment. When every new hire follows a consistent onboarding framework, managers can compare performance, identify training gaps, and replicate what works.
When to Use a 30-60-90 Day Plan
Creating this plan takes effort, but you won’t need to do it often. Here are five scenarios where it’s worth the time:
| Scenario | When to Build It | Key Focus |
|---|---|---|
| Job Interview | After first-round screening | Show hiring managers you’ve researched their territory and can hit the ground running |
| New Role Onboarding | First week on the job | Define clear expectations with your manager and track your progress weekly |
| Territory Change | When assigned new geography | Map new accounts, identify high-value zones, and establish routing efficiency |
| Sales Manager Transition | Promoted to leadership | Outline how you’ll onboard YOUR team and define management systems |
| Skill Development | Quarterly improvement cycles | Set 90-day goals for mastering new tools, techniques, or product lines |
How to Present Your Plan in an Interview
Most field sales interviews involve multiple rounds—initial screening, manager interview, panel with leadership. If you make it past the first call, start building your plan.
When a hiring manager asks, “How would you approach your first 90 days?” don’t just talk—hand them a one-page plan. It proves you’re thinking ahead and serious about the role. Include high-level goals for each phase, how you’d learn their territory, and the metrics you’d track to measure success.
Pro tip: You won’t have internal data yet, so base your plan on industry benchmarks and what you know about the company from research. Keep it flexible and emphasize that you’ll refine it once you’re onboarded.
Build Your Plan in 5 Steps
Here’s how to create a field-sales-specific plan that actually works.
Step 1: Research Your Territory
Before you set goals, understand what you’re working with. Pull territory data—ZIP codes, account lists, competitor presence—and start mapping.
Field-specific considerations:
- Route density: Are your accounts clustered or spread across rural areas? This affects how many meetings you can realistically book per day.
- Seasonal factors: If you’re selling solar or landscaping services, weather impacts your pipeline. Plan accordingly.
- Competitive intel: Who else is calling on these accounts? What’s their pricing and positioning?
Use tools like Google Maps to estimate drive times between key accounts. If you’re spending 3 hours a day on windshield time, that cuts into your selling hours—factor that into your activity goals.
Step 2: Set SMART Goals for Each Phase
Each phase needs specific, measurable, achievable, relevant, and time-bound (SMART) goals. Avoid vague targets like “learn the product.” Instead, aim for “complete product certification and deliver a mock presentation to my manager by Day 20.”
Field sales KPIs to track:
- Days 1-30: Training modules completed, stakeholder meetings held, territory accounts mapped
- Days 31-60: Meetings scheduled, pipeline value built, qualification rate
- Days 61-90: Deals closed, revenue generated, customer retention rate
Set activity goals based on realistic field constraints. If your territory covers 200 square miles, booking 25 in-person meetings per week isn’t happening. Aim for 8-10 high-quality meetings instead.
Step 3: Outline What You’ll Do Each Phase
This is the tactical core of your plan. Be specific about actions, not just outcomes.
Days 1-30 example: Don’t write “build relationships.” Write “shadow our top rep for 5 field days, join 3 customer calls with my manager, and meet with product and marketing teams to understand messaging.”
Days 31-60 example: Not “start prospecting.” Try “run 8-10 in-person client meetings in my top 3 ZIP codes, test two different pitch variations, and track which objections come up most often.”
Days 61-90 example: Skip “close deals.” Go with “follow up on 15 qualified opportunities, focus on 5 highest-value accounts, and aim to close 3 deals worth $30K total pipeline.”
The more specific you are, the easier it is to execute—and the clearer it is when you’re off track.
Step 4: Master Your Sales Tools
Your company will assign you a sales tech stack—CRM, route planner, activity tracker. These tools are the foundation of your field sales success. The faster you master them, the more time you spend selling instead of fumbling with software.
Focus on mastering these capabilities first:
- Pulling territory data: Learn how to filter your CRM by geography, account type, priority level, or last contact date. If you can’t quickly identify which accounts to hit this week, you’ll waste time chasing low-value prospects or revisiting the same streets three times.
- Route planning: Figure out how your system calculates the most efficient path between appointments. Cutting 30 minutes of windshield time per day gives you an extra meeting slot—or lets you get home before dark.
- Activity logging: Master how to record calls, meetings, and notes quickly—ideally with one tap. If logging a conversation takes 5 minutes, you’ll skip it when you’re rushed. And if you wait until the end of the day (or the week) to log your activity, you’ll forget key details and lose track of follow-ups.
- Setting reminders and next steps: Learn how to schedule follow-up tasks right after a meeting. When you promise a prospect you’ll call back Tuesday, you need a system that reminds you—not a mental note that gets buried under 40 other conversations.
- Offline access: If your territory includes rural areas or buildings with weak signal, learn how to use a feature like SPOTIO’s Download My Day that lets you pre-download routes and log activities for 24 hours without Wi-Fi. You can’t afford to lose a day’s work because you hit a dead zone.
By week 2, you should be able to pull territory lists, plan your route, log activities, and set follow-ups without thinking about it. If your assigned tools are clunky or missing critical features, document exactly what’s slowing you down and bring it to your manager during check-ins. You might not get new tools immediately, but showing you understand what efficient field sales looks like proves you’re thinking strategically about your territory.
Step 5: Track Progress Weekly
Set weekly check-ins with your manager to review what’s working and what’s not. Bring data such as meetings scheduled, pipeline built, deals advanced.
Ask for feedback on specific areas: “How did my pitch with ABC Company sound? What would you change?” This shows you’re coachable and focused on improvement.
Adjust your plan as you learn. If your original goal was 10 client meetings per week but territory drive times make that impossible, revise it to 6 meetings plus 4 phone follow-ups. Flexibility beats stubbornness.
Sample 30-60-90 Day Plans
Here are three detailed examples tailored to different field sales scenarios.
New Field Sales Rep
Days 1-30: Learn Your Territory
Goals:
- Complete all product training and pass certification
- Shadow 2 experienced reps for 3-5 field days each
- Map 100 target accounts in your territory using CRM data
- Meet with sales ops, marketing, and customer success teams
Actions:
- Week 1: Onboarding, system access, product training modules
- Week 2: Shadow top rep, observe 10+ customer interactions, take notes on objections
- Week 3: Shadow second rep with different territory type, compare approaches
- Week 4: Present mock presentation to manager, get feedback, refine pitch
Success Metrics:
- Product certification passed
- Territory map completed with account segmentation (high/medium/low priority)
- Can deliver full product presentation without notes
Days 31-60: Start Selling
Goals:
- Schedule and complete 8-10 in-person meetings per week (adjust based on your territory density)
- Build pipeline of $50K+ in qualified opportunities (adjust based on your average deal size)
- Test and refine your pitch based on real objections
Actions:
- Week 5: Begin outreach to high-priority accounts, focus on easy wins
- Week 6: Run presentations in your top-performing ZIP codes, track conversion rates
- Week 7: Adjust messaging based on what’s working, loop in manager for deal coaching
- Week 8: Expand to medium-priority accounts, maintain meeting volume
Success Metrics:
- 30+ meetings completed
- $50K pipeline created
- Track your qualification rate—top field reps convert 20-30% of presentations to qualified opportunities
Days 61-90: Close Deals
Goals:
- Close 3-5 deals
- Generate $25K-$40K in revenue
- Maintain healthy pipeline for next quarter
Actions:
- Week 9: Focus on 5 highest-value opportunities, run final meetings, address objections
- Week 10: Negotiate pricing and terms, get manager involved for deal approval if needed
- Week 11: Close out month, follow up on stalled deals, log all outcomes in CRM
- Week 12: Review performance with manager, set goals for next 90 days
Success Metrics:
- 3+ deals closed
- $30K+ revenue booked
- Pipeline coverage of 3x quota for Q2
New Territory Assignment
If you’re an experienced rep taking over a new territory, your plan shifts focus to account takeover and relationship building.
Days 1-30:
- Meet with previous rep (if available) to get territory intel
- Review all active opportunities and schedule handoff calls with prospects
- Conduct territory SWOT analysis: strengths, weaknesses, opportunities, threats
- Identify top 20 accounts and create personalized outreach plans
Days 31-60:
- Run in-person meetings with top 20 accounts to introduce yourself
- Requalify stalled deals and determine which to pursue vs. drop
- Identify new prospecting sources (referrals, trade shows, local events)
Days 61-90:
- Close at least 2 deals from inherited pipeline
- Add 10+ net-new accounts to pipeline
- Optimize routing to reduce drive time by 15%
Sales Interview Presentation
When you’re preparing a plan for an interview, focus on showing strategic thinking without access to internal data.
Days 1-30:
- “I’d spend the first month mastering your product, shadowing top reps, and mapping the territory to understand account density and competitive landscape.”
Days 31-60:
- “In month two, I’d run 8-10 meetings per week, focusing on your highest-priority verticals based on historical win rates.”
Days 61-90:
- “By day 90, my goal is to close 2-3 deals and build a pipeline that sets me up to exceed quota in Q2.”
Keep it high-level, but show you understand field sales realities—route planning, territory research, activity-to-close ratios.
Avoid These Field Sales Mistakes
These traps derail even experienced reps. Don’t fall for them.
Setting unrealistic quotas for new territories. If your territory was underperforming before you got it, you can’t magically hit 150% of quota in 90 days. Set growth targets, not miracles.
Ignoring windshield time in activity goals. Booking 20 meetings per week sounds great until you realize half your day is spent driving. Build route efficiency into your plan from day one.
Skipping manager check-ins. Weekly feedback keeps you aligned. If you’re off track on day 40, you can fix it. If you wait until day 90, it’s too late.
Treating every account the same. Not all prospects are equal. Focus your first 60 days on high-value accounts where you can close faster and build credibility.
Failing to track the right metrics. Activity matters, but so do outcomes. Track meetings scheduled AND pipeline created AND deals closed. If you’re hitting activity goals but not closing, something’s broken.
Track Success With Field Sales Metrics
Measure what matters. Here’s what to watch each phase.
| Phase | Key Metrics | Target Benchmarks |
|---|---|---|
| Days 1-30 | Training completion, territory mapping, stakeholder meetings | 100% training done, territory mapped, 5+ internal meetings |
| Days 31-60 | Meetings run, pipeline created, qualification rate | 30+ meetings, $50K pipeline, 20-30% qualification |
| Days 61-90 | Deals closed, revenue generated, pipeline coverage | 3+ deals, $30K revenue, 3x quota coverage |
Pull these metrics weekly. If you’re trending behind by week 6, adjust your approach before it’s too late. For more detailed KPI tracking guidance, see our field sales metrics guide.
Frequently Asked Questions
What should I include in the first 30 days of my sales plan?
Focus on learning, not selling. Complete product training, shadow experienced reps, map your territory, and meet internal teams. Your goal is to build the foundation you’ll execute on in days 31-90. Aim to pass any required certifications and deliver a solid presentation to your manager by day 30.
How do I present a 30-60-90 day plan in an interview?
Bring a one-page plan that shows high-level goals for each phase, how you’d research the territory, and the metrics you’d track. Emphasize flexibility—since you don’t have internal data yet, frame it as your initial approach that you’d refine with manager input once hired. This proves you’re strategic and prepared.
What metrics should I track in my first 90 days?
Track both activity and outcomes. In days 1-30, measure training completion and stakeholder meetings. In days 31-60, track meetings run, pipeline created, and qualification rate. In days 61-90, focus on deals closed, revenue generated, and pipeline coverage for the next quarter. Activity without outcomes means something’s broken in your process.
How long should a 30-60-90 day plan be?
For interviews, keep it to one page with bullet points. For onboarding, go deeper—2-3 pages with specific actions, metrics, and weekly milestones. The plan should be detailed enough to guide your daily priorities but flexible enough to adjust as you learn.
What’s the difference between a plan for interviews vs. onboarding?
An interview plan is high-level and shows strategic thinking without internal data. An onboarding plan is tactical, with specific account lists, route maps, and metrics tied to company goals. Once you’re hired, work with your manager to refine your interview plan into an executable onboarding roadmap.
How often should I update my 30-60-90 day plan?
Review it weekly with your manager during check-ins. Adjust goals if you’re ahead or behind pace. At the end of each 30-day phase, do a deeper review to set priorities for the next phase. By day 90, you should have a clear view of what worked and what to carry into your next quarter.
Can I use a 30-60-90 day plan for existing territories?
Absolutely. Use it quarterly to set skill development goals, test new prospecting strategies, or improve territory efficiency. For example, set a 90-day goal to reduce windshield time by 20% through better route planning, or to break into a new vertical you’ve been avoiding.
SPOTIO helps field sales teams execute their 30-60-90 day plans with route optimization, one-tap activity logging, and real-time CRM sync. Field teams at companies like Chipr and Wire3 cut ramp time and boost productivity by up to 46% with mobile-first tools built for the field. Want to see how SPOTIO accelerates your team’s success? Request a demo.
