30-60-90

Day SALES Plan

Prepared by:
Prepared for:
Overview 30-60-90 Day Action Plan

Company Orientation Meetings in Territory Generate pipeline ?x

quota
Training Working top 20
Accounts Refine Daily Tactics
Review Strategic Plan
Secondary Accounts Begin to establish
Goals long term sales plan
Continue Pipeline
Begin Tactical Plan Manager Review
Build

30 Day Plan 60 Day Plan 90 Day Plan

“A goal properly set is halfway reached.”

Abraham Lincoln
First 30 Days
30
Day Plan
Company Training, Strategy, and Tactics

 Orientation
Learn, Plan
 Market strategy, company processes,
and products and services
Goals
Apply
 Master relevant subject matter
 Learn about primary competition
 Learn procedures for paperwork,
reports, e-mail
 Review Strategy & Tactics
 Meet with Manager to
prioritize what is expected
 Begin calling territory and meeting prospects

Goal: Find, Rank and Map target customers with highest probability of closing.
First 60 Days 60
Day Plan
 Continue to Schedule Meetings in Territory

 Refine strategies for continued pipeline management

that began in first 30 days.
 Process
 1-on-1s with manager for pipeline coaching, review goals, opps
 Learn how to work with alliance partners if applicable
 Learn more advanced activities of sales process such as POCs
 Complete mastery of unique insights of products and services offered to
differentiate the company.
 Products
 Mastered Sales Pitch and Presentations
 Mastered Price List and Discounting Policies
 Celebrate Successes

Goal is to optimize the sales plan based territory coverage and sales/channel capacity.
First 90 Days - Close 90
Day Plan

 1-on-1s for Deal Level and Skills focused coaching

 Mastery of forecast management
 Refine Tactical strategies
 Always be closing for next step until it’s a Sale
 Consider lower-priority products or
services to build revenue
 Implement new procedures, techniques,
or plans to further creative ways to
grow company presence in the industry.
 Close (How Many?) deals
 Review past 90 days with Manager
 Celebrate Successes
Appendix
 Plan
Key tasks to complete for 30,60,90 day plan.

30 Days 60 Days 90 Days

Historical sales analysis

Perfect customer model

5 customer interviews/
Deliver 30 day update
Rank and map targets

Capacity model and plan

Coverage gap analysis

Quantify key sales metrics
Deliver attainment plan

Deliver quota attainment plan

Execute call campaign

Launch email campaign

Live sales event

Deliver pipeline plan

Deliver attainment plan
 Key Questions for Developing Sales
Action Plan
 What is the biggest challenge facing the organization in the next 6 months or
year?
 How is this role expected to address this challenge facing the company? (Or is
it?)
 What does he or she absolutely need you to accomplish in the first 90 days?
 What would he or she like you to do beyond that in the first 90 days?
 What is the most promising, yet unexploited, opportunity for growth? Why
isn’t the company pursuing that opportunity right now?
 What is the biggest problem you need solved by (this job title) ?
 Is this position focused on new projects, turnarounds/realignments, or
sustaining success?
Mapping the Complex Sale
Courtesy of Brian Burns. From ‘The Maverick Selling Method: Simplifying the Complex Sale’

*Created using MindNode Pro

Personality Profiling - DISC

 DISC Personality Types:

 D = Dominant (Active, Task-Oriented)
 I = Influential (Active, People-Oriented)
 S = Steady (Passive, Peope-Oriented)
 C = Conscientious (Passive, Task-Oriented)
Personality Profiling – Merrill/Wilson
Competitor Analysis Framework
Best Practices Research

Competitor Name:

What is:
Customer Reputation:
Pricing Strategy:
Background of Key Execs:
Technology Perspective:
Core competencies/capabilities:
Recent moves/changes:
Product positioning:
Accurate Sales Forecasts
Improved Conversion Rates

Manager’s Perspective