In the dynamic sales world, the first few months of a salesperson's journey can be both exhilarating and challenging. Whether stepping into a new sales role, aiming to impress in a job interview, or seeking to optimize your current sales strategy, having a structured approach can make all the difference.
Enter the 30-60-90 day plan—a strategic blueprint that outlines your goals and actions for the first three months. This plan serves as a roadmap, guiding professionals, regardless of their specific role in the sales ecosystem, through the crucial initial phase, ensuring they remain focused, proactive, and results-driven.
A 30-60-90 day sales plan is more than just a checklist; it's a commitment to success. It demonstrates initiative, foresight, and a deep understanding of the sales process. By breaking down objectives into 30-day increments, this plan allows for gradual progression, ensuring that by the end of 90 days, a salesperson is not only familiar with the company's products, services, and clientele but is also poised to make a significant impact in their sales territory.
The significance of this plan extends beyond just the individual. For businesses, it's a tool that maximizes the potential of new territories and ensures that all team members, from sales reps to RevOps specialists, are aligned with the company's goals. It ensures that new team members are aligned with the company's goals, understand their responsibilities, and are equipped to tackle challenges head-on. Now, let’s explore how to craft the perfect 30-6–90 day sales plan -
Understanding a 30-60-90 day sales plan
The first few months in a new role or territory are crucial. They set the tone for your tenure and can make or break your success. As a seasoned sales leader, I've seen firsthand the transformative power of a well-structured 30-60-90 day sales plan. Let's dive deep into its intricacies.
What is a 30-60-90 day sales plan?
A 30-60-90 day sales plan is a structured outline of a salesperson's or sales manager's intentions and strategies during their initial three months in a new role. This plan is pivotal for newcomers, whether entry-level representatives or high-ranking managers. It showcases their vision for contributing to the company's success and pinpoints the exact steps they'll undertake to achieve those objectives.
Significance of 30-60-90 day sales plan
The importance of a 30-60-90 day sales plan cannot be overstated. It's a tool that provides structure, clarity, and direction, especially during the initial stages of a sales role. Here's why it's indispensable:
- First impressions matter: Crafting a meticulous 30-60-90 day sales plan leaves a lasting impression, whether you're an entry-level rep or in a senior management role. It reflects your vision for the company and the steps you'll undertake to achieve those objectives. Such initiative can set the tone during interviews and smoothen the onboarding process once you're part of the team.
- Boosts productivity in new hires: A well-structured plan can significantly reduce the time it takes for a new hire to become fully productive. It provides them with a clear path, ensuring they feel safe and confident in their new role. In the initial 30 days, leveraging a tool like Luru can streamline the learning curve. Luru's workflow features allow new sales professionals to fetch everything they need from their CRM directly through communication platforms like Slack, Teams, or G Chat, ensuring they spend more time learning and less time navigating complex systems.
- Efficient time management: The segmented approach of the plan ensures that time is utilized efficiently. Whether learning about the company's products or implementing sales strategies, each activity has its dedicated time slot.
- Building trust: A well-structured plan fosters open communication between managers and their teams. It promotes a collaborative environment, ensuring everyone is on the same page.
- Framework for continuous growth: The plan doesn't just end after 90 days. It provides a blueprint for ongoing development, ensuring the sales team is constantly evolving and adapting.
Benefits of a 30-60-90-day sales plan
- Clarity and focus: This plan provides a clear direction for your initial months, ensuring you remain productive and results-driven.
- Smooth integration: With set goals for each phase, you can seamlessly integrate into the organization, understanding its nuances and dynamics.
- Demonstrated value: Presenting a well-thought-out plan during interviews or reviews showcases your initiative, planning skills, and commitment to the role
- Enhanced performance: By setting measurable targets and regularly reviewing them, you can continuously optimize your strategies for better outcomes.
- Enhanced collaboration: The segmented approach of the plan ensures that time is utilized efficiently. Whether learning about the company's products or implementing sales strategies, each activity has its dedicated time slot.
- Empowerment: The plan empowers sales professionals by providing a clear roadmap for their onboarding process. It aids in navigating the challenges of a new position and setting scalable and sustainable sales goals.
- Transparency: The plan fosters trust within the team. It offers colleagues a clear view of how the new hire intends to integrate and contribute, ensuring seamless collaboration.
How to create a 30-60-90 day sales plan
Drawing from decades of experience in the sales industry and insights from several other sales leaders, let's delve deep into creating a robust 30-60-90-day sales plan.
Drafting an effective 30-60-90 day sales plan: Step-by-step guide
1. Align with company values and objectives
Before diving into the specifics, ensure your plan resonates with the company's mission and overarching sales objectives. This alignment ensures that your efforts contribute to the broader company goals.
2. Set clear and measurable goals
For each phase, outline specific goals. These could range from learning goals (like understanding product features) to performance goals (like achieving a certain number of sales). Ensure these goals are SMART - Specific, Measurable, Achievable, Relevant, and Time-bound.
3. Incorporate metrics for evaluation
To gauge the success of each phase, define clear metrics. For instance, if your goal is to understand the company's services, a potential metric could be the ability to discuss these services confidently in a sales pitch without referring to company materials.
4. Break down goals into actionable steps
Segment your goals into smaller, achievable tasks. For instance, if you want to learn about the company's services, break it down into daily study sessions, weekly customer review readings, and regular discussions with colleagues. Please refer to the next section for a detailed breakdown of this.
5. Continuously review and refine
At the end of each phase, take a moment to reflect. What worked? What didn't? Use these insights to refine your approach for the subsequent phases.
Key components of a plan in each phase
First 30 days: Learning and familiarization
- Objective: Understand the company's products, services, mission, and values.
- Study company services for 30 minutes daily.
- Read a minimum of 30 customer reviews each week.
- Chat with a minimum of 1 colleague about company services daily.
- Attend company orientations and training sessions.
- Objective: Set foundational knowledge milestones.
- Familiarize yourself with all company products/services.
- Research company target markets and generate ideal customer profiles.
- Learn the names and roles of people within the team/company.
- Objective: Begin the journey of continuous learning.
- Attend workshops and training sessions provided by the company.
- Engage in self-study using company resources and external materials.
- Objective: Establish initial feedback channels.
- Seek feedback from peers and managers on an understanding of company products and services.
- Regularly check in with a mentor or supervisor for guidance.
- Objective: Understand the dynamic nature of the sales landscape.
- Engage in discussions with experienced sales reps to understand challenges and changes in the sales process.
Days 31-60: Implementation and strategy execution
- Objective: Streamline sales processes for efficiency.
- Shadow a different member of the sales team each week.
- Implement CRM tools and other software to automate repetitive tasks.
- Begin mock selling calls with colleagues and managers.
Begin the integration of automation tools to streamline daily tasks. With Luru's no-code workflow builder, sales professionals can automate complex sales processes, ensuring efficiency from day one.
- Objective: Monitor sales activities and performance.
- Record all sales activities.
- Set sales goals based on insights from the first 30 days.
- Create a customer list and begin optimizing.
- Objective: Refine feedback channels.
- Seek feedback on sales strategies implemented.
- Engage clients for feedback after sales pitches.
- Objective: Adapt to feedback and changing circumstances.
- Make necessary adjustments to sales strategies based on feedback.
- Explore new sales techniques and methodologies.
Days 61-90: Reporting and refinement
- Objective: Analyze sales performance and generate reports.
- Review sales records to identify strengths and weaknesses.
- Generate data-driven reports for sales data using CRM tools and analytics dashboards to measure the effectiveness of adopted processes.
- Evaluate performance against set goals and objectives.
Strategy and execution:
- Objective: Refine and optimize sales strategies.
- Set sales goals for the upcoming month based on insights from the past 60 days.
- Implement feedback-focused changes to improve weak sales areas.
- Create a daily structure to maximize productivity.
- Objective: Continuous refinement based on feedback.
- Seek feedback on strategies and techniques implemented.
- Engage in discussions with regional managers to discuss progress, gather insights, and analyze feedback through the lens of analytics dashboards.
- Objective: Prepare for long-term adaptability.
- Plan for the next phase after the 90-day plan.
- Identify areas for continuous improvement, set goals for the next quarter, and utilize analytics dashboards to measure and adapt to changing sales landscapes.
Tips for crafting a stellar 30-60-90-day sales plan
- Reduce onboarding pressure: A well-structured plan can significantly ease the onboarding process, allowing new hires to transition smoothly and ramp up productivity.
- Prioritize time management: Especially crucial for those in new roles or territories, a structured plan can help in allocating time efficiently, ensuring that priorities are addressed.
- Foster a collaborative environment: Engage in regular discussions with managers and peers. This not only aids in knowledge transfer but also builds trust within the team.
- Stay adaptable: While sticking to the plan is essential, remain flexible. The sales landscape can change rapidly, and adaptability can be a valuable asset.
- Seek feedback: Regularly solicit feedback from peers, managers, and clients. This external perspective can offer invaluable insights and areas of improvement.
30-60-90 day sales plan examples
Crafting a 30-60-90 day sales plan is a strategic approach to ensure a smooth transition into a new role, whether you're a sales manager, a sales representative, or a RevOps leader. Each role has unique challenges and objectives, and the plan should be tailored accordingly. Let's delve into specific examples for each of these roles:
Sales manager/leader role: Setting the tone for leadership
First 30 days: Laying the foundation
- Company immersion: Dive deep into understanding the company's products, services, mission, and values. This is crucial to align your strategies with the company's vision.
- Process automation: Implement automation tools like Luru’s no-code workflow builder to streamline sales processes, ensuring maximum efficiency. Also, Luru's automation plays can trigger alerts when deals are pushed to the next quarter, prompting timely action.
- Monitoring systems: Set up monitoring tools to track sales metrics, ensuring you have a clear view of the team's performance. You can utilize Luru's bi-directional alerts to track sales metrics and update CRM records directly from chat apps, reducing the need for manual data entry and ensuring real-time visibility.
Next 30 days: Strategy and execution
- Relationship building: Establish strong relationships with key stakeholders, including the Sales Head, peers from marketing, HR, finance, IT, and key customers.
- Team trust: Foster trust within your team by being transparent, showing competence, and making personal connections.
- Reporting setups: Implement comprehensive reporting systems to analyze sales data, helping in informed decision-making. Luru's analytics dashboard can provide real-time visibility into your sales processes, allowing you to monitor and act on your pipeline with a bird’s eye view and granular reporting.
Last 30 days: Refinement and leadership emergence
- Performance analysis: Evaluate the sales team's performance, identifying areas of strength and improvement.
- Review and refine automation workflows: Assess the automation workflows you've set up.
- Strategic prioritization: Clearly define and communicate strategic priorities, ensuring alignment with organizational goals.
- Feedback loop: Establish a robust feedback mechanism, making necessary adjustments based on team and stakeholder feedback.
Sales representative/SDR/BDR Role: Frontline sales excellence
First 30 days: Skill acquisition and market understanding
- Product knowledge: Gain a thorough understanding of the company's offerings, ensuring you can effectively communicate value to potential clients.
- Sales training: Complete all training modules, equipping yourself with the necessary skills and techniques.
- Competitor analysis: Study the market landscape, understanding key competitors and differentiators.
Next 30 days: Building a client portfolio
- Engagement strategies: Develop and implement strategies to engage potential clients, leveraging insights from your market analysis. You can implement Luru's automation plays to receive high-quality deal/lead notifications when scores hit a threshold, focusing efforts on the most promising prospects.
- Client acquisition: Focus on acquiring a set number of clients, setting a solid foundation for your sales portfolio.
- Feedback integration: Seek feedback from initial interactions and refine your sales pitch accordingly. Implementing Luru's sales adherence report (for email templates) can ensure messaging stays on-brand and consistent with company standards.
Last 30 Days: Optimization and growth
- Sales analytics: Use analytics dashboards to measure your sales performance, identifying trends and areas of improvement. You can also take advantage of Luru's deal health dips report to monitor sales performance and make data-driven decisions.
- Client retention: Develop strategies to retain existing clients, ensuring long-term revenue streams.
- Upselling and cross-selling: Identify opportunities within your client base for additional sales, maximizing revenue potential.
RevOps leader/manager role: Streamlining revenue operations
First 30 days: Process analysis and automation
- Operational audit: Conduct a thorough audit of existing revenue operations, identifying bottlenecks and inefficiencies.
- Process automation: Implement automation tools to streamline operations, reduce manual tasks, and increase efficiency. You can deploy Luru's no-code workflow builder to automate complex sales processes, reducing manual tasks and increasing efficiency.
- Monitoring setup: Establish monitoring systems to track key revenue metrics, ensuring transparency in operations.
Next 30 days: Strategy development and implementation
- Cross-functional collaboration: Work closely with sales, marketing, and finance teams to align revenue strategies.
- Reporting systems: Set up comprehensive reporting mechanisms, providing insights into revenue trends and forecasts. You can set up Luru's bi-directional alerts for real-time updates and CRM record management within chat apps (Slack, Teams, G-Chat), facilitating cross-functional collaboration.
- Stakeholder communication: Regularly update key stakeholders on revenue performance, ensuring alignment with company objectives.
Last 30 days: Refinement and expansion
- Revenue analytics: Utilize analytics dashboards to measure the effectiveness of revenue operations, making data-driven decisions. Luru's pipeline health alerts can help you measure the effectiveness of revenue operations and make informed decisions.
- Operational expansion: Identify opportunities to expand revenue streams, exploring new markets or product offerings.
- Continuous improvement: Based on analytics and feedback, continuously refine revenue operations, ensuring sustained growth.
Key milestones for a 30-60-90-day sales plan
For each of the roles mentioned above, the plan should be structured around key milestones:
- First 30 days: This phase is about immersion and understanding. Focus on learning the company culture, products, and market landscape. Set up essential tools and processes, such as automation and monitoring systems.
- 60-day mark: Transition from understanding to execution. By now, you should have a clear strategy in place. Focus on building relationships, implementing strategies, and setting up reporting systems to track performance.
- End of 90 days: This is the refinement phase. Evaluate your performance, gather feedback, and make necessary adjustments. By the end of this phase, you should have a clear direction for the future and be fully integrated into your role.
Remember, the key to a successful 30-60-90-day sales plan is flexibility. While it's essential to have a structured plan, the sales landscape can be unpredictable. Be prepared to adjust your plan based on progress, feedback, and changing market dynamics.
Streamline your 30-60-90 day Sales plan with Luru
The 30-60-90 day sales plan is more than just a tool—it's a catalyst for transformation. It equips sales professionals with the clarity, direction, and focus needed to excel in their roles. Breaking down the journey into manageable phases ensures that every step is purposeful and aligned with broader organizational goals.
In today's digital age, integrating sales process automation tools like Luru can further amplify the effectiveness of your sales plan. Luru seamlessly bridges the gap between communication platforms and CRM systems, ensuring sales professionals have real-time access to crucial data without switching interfaces. It's about working smarter, not harder.
For those still on the fence about creating their plan or integrating modern solutions, remember this: preparation and adaptability are key to sales success. The 30-60-90 day sales plan, complemented by tools like Luru, is your roadmap to success, your playbook for excellence, and your ticket to the top of the sales leaderboard.
So, as you embark on your sales journey, armed with decades of collective wisdom, best practices, and cutting-edge tools, let the 30-60-90 day sales plan and Luru be your guiding stars. Together, they can transform not just your sales performance but also the trajectory of your sales career. The future is bright, and with the right plan and tools, it's yours for the taking.