What Is a 30 60 90 Day Sales Plan?
A 30 60 90 day sales plan is a foundational strategic document for new B2B sales professionals. It serves as a structured framework that outlines their goals, activities, and performance metrics for the first three months in a new role. This roadmap is critical for accelerating the onboarding process and systematically guiding a new hire toward full productivity. By setting clear expectations from day one, companies can significantly reduce ambiguity, which in turn improves new hire retention and aligns individual efforts with broader revenue goals.
The plan is universally recognized for its phased approach, ensuring a manageable and effective transition. It systematically moves a professional from a state of learning to one of confident execution and autonomy. This structured journey not only helps the new hire succeed but also provides sales managers with a clear tool for coaching, tracking progress, and identifying areas for support. Ultimately, a well-executed plan establishes a solid foundation for long-term success within the organization.
The Three Phases of a Successful Sales Onboarding Plan
An effective 30 60 90 day sales plan is segmented into three distinct phases. Each phase builds upon the last, creating a logical progression from knowledge acquisition to independent performance. This structure ensures that new hires are not overwhelmed and can focus on mastering specific skills and objectives at each stage of their onboarding journey.
- Phase 1: Days 1-30 – Learning and Immersion
The first 30 days are dedicated entirely to learning and immersion. The primary objective is for the new professional to absorb foundational knowledge about the company, its offerings, and its market. This period is about building a strong base of understanding before engaging with potential customers. Success here is measured not by sales numbers, but by the comprehensive grasp of essential information.
- Complete all formal company, product, and service training modules to understand features, benefits, and unique selling propositions.
- Study the company’s mission, values, and organizational culture to ensure alignment and smooth integration.
- Gain proficiency with the essential sales toolkit, especially the customer relationship management (crm) system like salesforce or hubspot.
- Analyze the ideal customer profile (icp) and the competitive landscape to understand the target market.
- Shadow experienced sales representatives on calls and in meetings to observe best practices and learn the sales methodology in action.
- Practice articulating the company’s value proposition confidently and accurately.
Key metrics for this phase include the completion of all training programs, passing product knowledge assessments, and demonstrating proficiency in the crm system.
- Phase 2: Days 31-60 – Practical Application and Execution
The second phase marks a critical shift from learning to active application. During this period, the sales professional begins to execute sales activities and contribute to the team’s pipeline. The focus moves from absorbing information to applying that knowledge in real-world scenarios, often with the guidance and supervision of a manager or mentor. This is where theoretical knowledge becomes practical skill.
- Begin active prospecting by making outbound calls and sending personalized emails to qualified leads.
- Conduct initial discovery calls to qualify leads based on established criteria, refining techniques with direct feedback.
- Practice handling common objections through role-playing and real-world interactions.
- Start building a sales pipeline by managing the early stages of the sales cycle independently.
- Meticulously log all activities and opportunities in the crm to ensure data accuracy and provide visibility into progress.
Key performance indicators (kpis) for this stage are activity-based and include the number of qualified leads generated, meetings scheduled, and the total value of the pipeline created.
- Phase 3: Days 61-90 – Performance, Optimization, and Autonomy
The final phase is centered on performance, optimization, and achieving autonomy. By this stage, the sales professional is expected to operate with a high degree of independence, taking full ownership of the sales cycle. The primary goal is to close deals, achieve initial sales targets, and demonstrate the ability to contribute consistently to the company’s revenue goals. This phase is the culmination of the onboarding process.
- Manage a portfolio of opportunities independently, from prospecting all the way to closing the deal.
- Lead product demonstrations and sales presentations without direct supervision.
- Negotiate contract terms and successfully close initial deals to contribute to revenue.
- Provide accurate sales forecasts based on a robust and well-managed pipeline.
- Begin to think strategically by developing a territory plan or identifying areas for process improvement.
Success in this final phase is measured by tangible results, including quota attainment, the number of closed-won deals, average deal size, and conversion rates.
Best Practices for a Winning 30 60 90 Day Sales Plan
Creating a powerful 30 60 90 day sales plan goes beyond just outlining tasks. Its success depends on how it is developed, implemented, and managed. Adhering to certain best practices can transform the plan from a simple checklist into a dynamic tool for growth and motivation, ensuring both the new hire and the company achieve their goals.
Make It a Collaborative Document
The most effective plans are developed jointly by the new hire and their manager. This collaborative approach fosters a sense of ownership and personal accountability. When new professionals help shape their own goals, they are more invested in the outcome. It also ensures perfect alignment between the individual’s objectives and the broader team goals, creating a clear path forward that both parties have agreed upon.
Set SMART Goals
Every objective within the plan must be specific, measurable, achievable, relevant, and time-bound (smart). Vague goals lead to confusion and make it impossible to track progress effectively. For example, instead of a goal to “learn the product,” a smart goal would be to “complete all five product training modules and achieve a score of 90% or higher on the final assessment by day 15.” This clarity is essential, but it is paramount that the goals, especially initial quotas, are achievable to build confidence rather than create anxiety.
Treat It as a Living Document
A 30 60 90 day sales plan should not be a rigid, unchangeable document. The sales environment is dynamic, and the plan must be flexible enough to adapt. Regular check-ins, typically weekly or bi-weekly, are essential for tracking progress, providing targeted coaching, and making necessary adjustments. This allows managers to address roadblocks and celebrate small wins, which is crucial for maintaining motivation and engagement throughout the first three months.
Mastering Your 30 60 90 Day Sales Plan for Long-Term Success
A well-structured 30 60 90 day sales plan is more than just an onboarding tool; it is the blueprint for a successful career in a new sales role. By breaking down the first three months into manageable phases of learning, application, and performance, it provides a clear and achievable path to productivity. This strategic framework empowers new hires by setting clear expectations, while giving managers the structure needed to provide effective coaching and support.
Embracing this methodical approach ensures that every new professional builds a strong foundation based on deep product knowledge, practical skills, and a thorough understanding of the company’s sales process. The discipline and habits formed during this initial period—from consistent crm usage to strategic pipeline management—are what separate top performers from the rest. Ultimately, mastering this plan is the first major step toward becoming a fully integrated, confident, and revenue-generating member of the team.
Build a Framework for Predictable Growth
The structure and clarity provided by a 30 60 90 day sales plan are essential for onboarding, but what happens after day 90? Many organizations struggle to maintain this level of strategic focus, leading to inconsistent performance, stalled deals, and inaccurate forecasting. Without a standardized sales process and ongoing coaching, even the most promising new hires can struggle to sustain momentum and reach their full potential.
Translating the principles of a structured onboarding plan into a scalable, end-to-end sales methodology is the key to predictable revenue growth. By defining each stage of the sales cycle, implementing data-driven processes, and equipping your team with the right tools and training, you can eliminate bottlenecks and empower every representative to perform at their best. A holistic approach that addresses process optimization, lead management, and team enablement is the most effective way to drive significant improvements.