Do you want to wow a sales manager in your next job interview and secure that dream sales job?
In this post I’m going to explain how to put together a killer 30 60 90 day sales plan that will show your potential new sales manager that you know what to do, how to do it and that you’re going to hit your new sales job running when they hire you.
Why you need a 30, 60, 90 day plan
This 30 60 90 day plan is important because everyone that’s being interviewed for a decent sales role has experience, they’ve a track record of success and they’re not too freakish in general.
Therefore, the only way to really stand out and stamp your mark on the interview is to share your vision of the future of the sales territory you’re going to be taking over.
The best way to do this is with a plan. A well thought out 90-day sales plan maximizes your progression into a new role by identifying potential partners to sell to and a general framework for success
Ultimately, the plan gives your and your new sales manager alignment on what success will look like in the first 30, 60, and 90 days.
If you bring in a well thought out sales plan into a job interview your chances of getting hired go through the roof as you’ll be well separated from everyone else showing up less prepared.
Does that sound useful? Well lets look at how to put one of these plans together.
Step 1 – Know who the plan is for
First off it’s important to understand who you plan is for. There are two stakeholders – Your team and of course, yourself.
1) Aligning to your new teams goals
It’s not all about you. We need to understand your new sales teams priorities and goals so we can align ourselves with them.
Bonus points here if you can connect on Linkedin with a sales professional currently employed by the company you’re trying to break into and ask them what goals they’re being pushed towards corporately. Non of your competition in the interview process will go that far, so this will really make you stand out.
2) Identify your own priories
Do you want to make the most money possible in year one? Do you want to set up the territory for even bigger future success by focusing on building relationships in that first 90 days? Do you want to position yourself as a legendary advisor?
These are all questions you need to answer before you can start building your 30 60 90 day plan.
Stay tuned as I’m going to share a simple to follow template, along with questions you should asking yourself to build your plan shortly.
Step 2 – Know how to measure success
So now that you know where you want to head with the plan, it’s time to make it real.
Because what is a plan without a way of measuring if we’ve been successful? If you’re not measuring progress it’s just a day dream…
Now your measure of success will be hinted at from the previous two points we went over but it could be –
- Gain an 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.
- Become known, liked and trusted with all current partners.
- Have a list of 100 potential partners to prospect over the next 12 months.
Step 3 – The 30 60 90 day breakdowns
At this point in the process you’ve already done most of the hard work. This is already enough information to have a decent conversation with a potential new sales manager informally. Now it’s time to document this out so that we have a more formal 30 60 90 day sales plan to share with them.
Sound good? Lets get into it.
The question we need to answer in each of the following plan subsections is “What does success look like?”.
For us, success in the first 30 days is likely completing your new employers training and on-boarding process.
On top of this, you should add a couple of the following success criteria to flesh it out –
- Understanding of corporate priorities.
- Intermediate knowledge of key products and services.
- Know the products position in the market verses the competition.
- Key connections developed internally within the organisation with customer support, sales leadership etc.
- Have been through previous reps CRM data and have outlined a few key accounts to target.
All you have to do for the 30 day section of your plan is define your success goals, breifly explain how you are planning on hitting them and then finally share how you knoe if you’ve had success.
For example it could look like this –
- Intermediate knowledge of key products and services.
To complete I will:
- Spend one hour per week with the product specialist for each product and get them to quiz me on my knowledge.
I will have had success if:
- In the 30 day review meeting with my sales manager, they can quiz me on my product range like a potential partner would and I can answer their questions.
At this point in your new role, before you move forward onto the 60 day and 90 day time periods, it’s important to schedule a meeting with your sales manager to run through the successes and any issues that you’ve had during the 30 days.
Mentioning this meeting when talking about your 30, 50, 90 day plan shows that you have high levels of self responsibility which is an attractive hiring trait for sales management.
So that’s the first 30 days. Lets move onto the next 60 and then 90.
During this second month you’re going to spend much more time in the field or on the phone with potential partners.
You’re going to be focusing on understanding your marketplace and products at a high level. No matter what you’re selling, after 60 days of being immersed in it, you should know it inside and out.
You should be planning on spending time with current partners where appropriate but you should be really ramping up on role playing with co-workers and shadowing other reps to learn the 20% of their sales process that gives them 80% of their results.
With all that said, here are some success criteria for you to include within your sales plan. At this point, some of it is mandatory, others will depend on your role, experience and on boarding process –
- Started developing at least 5 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 team.
- Have contributed to a sales meeting by adding value to the conversation.
- Completed all formal sales on-boarding or training that needs to be done.
I know we’re covering a lot of ground here but don’t worry, in a minute I’m going to share where you can get a template that will help you put all of this together, simply and quickly.
Now we’re at 90 days and at this point in your plan, you should be ready to hit the ground running. This means that you have a optimised prospecting list and you have your foot in the door with at least a couple of potential new key accounts.
Your 31-90 day plan sets out what you’re planning on doing for the rest your time in this specific sales role.
There’s only a few things that you can do wrong at this point which can hold your plan back from being mind blowing for a hiring sales manager, which I’m going to cover in a moment. If you mess any of those points up, all your hard work so far might be for nothing so stay tuned.
So at the 90 day meeting with your sales manager, you should be choosing 3-4 of the following success criteria to discuss with them –
- Clear and optimised prospecting list in use – MANDATORY.
- Daily schedule established for prospecting, following up and staying on top of everything else – MANDATORY.
- Solid member of the team – MANDATORY.
- Had at least one round of feedback on performance from 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.
So there we have it, that’s your basic 30 60 90 day sales plan.
Step 4 – Fix common 30 60 90 day sales plan mistakes
Now, before I share the template that will make putting this together a breeze, which will in turn considerably increase the chances of you securing your dream sales job, there are a few things to avoid with your 30, 60, 90 day plan –
- Must include success measurements – Whilst you might not want to make promises that you can’t keep, not including specific ways of measuring your success is a red flag for a hiring sales manager. Sales people who end up being successful are willing to put their money where their mouth is. So make sure you’re including measurable success criteria throughout your plan.
- Avoid ambiguous planing – Get specific with your planning. If it’s all wishy, washy then you’re going to be able to work from it and it’s not going to inspire confidence in your potential new sales leadership either.
- Lack of sales manager follow ups – Just as following up is key to winning deals, it’s just as important for self improvement. Make sure you’re planning on scheduling meetings with your sales manager at the 30, 60 and 90 day points to review your progress.
Sales plan template
So there we have it! You can find a link to a PDF that will guide you through this process below –
(Right click and select “save as” to download the template)