30-60-90 Day Plan for Sales Teams: Benefits, Tools

30-60-90 Day Plan for Sales Teams: Benefits, Tools

Sales moves fast. You want to get new sellers onboarded as quickly as possible so they can dive right into making connections and closing deals. During the critical early days of their onboarding, a game plan is essential.

An organized, structured sales onboarding process can help sellers prioritize vital tasks, adapt to a new environment, and boost employee engagement, directly impacting a company’s success. Fortunately, a simple way to do so is to create a 30-60-90-day sales plan. 

Writing and implementing an effective plan enables you to soak in as much information as possible, master your core job responsibilities, and make a lasting impact on your new sales team and territory stakeholders.

What is a 30-60-90 Day Sales Plan?

A 30-60-90 day plan outlines a clear course of action for sellers during their first 30, 60, and 90 days in their new sales role. By setting goals for each phase of the onboarding plan, sales reps can make the transition into a new team, title, or territory smooth and effective.

Learning the ins and outs of a new sales role in less than three months isn’t a cakewalk, but a well-written 30-60-90 day sales plan is your best bet for accelerating your sales, development, and your connection with the team and environment as quickly as possible.

A 30-60-90 day sales plan helps new sellers understand expectations and how to thrive in their new position. It also helps take the pressure off of sales managers with clear timelines and goals that they can monitor. Building an impactful 30-60-90 day sales plan will help ensure that sales reps complete what they need to be successful and that everyone is on the same page.

3 Benefits of Writing a 30-60-90 Day Sales Plan

The purpose of a 30-60-90 day sales plan is to help sellers transition into their new role, but it should also be a catalyst for their career development. 

Instead of simply guiding new sellers through their first three months, the objectives outlined in your sales onboarding plan should encourage your sellers to perform up to their highest potential and raise the bar for success at every phase.

Here are the top 3 benefits of writing and implementing a 30-60-90 day sales plan:

1. Manage goals

A 30-60-90 day sales plan is the key to keeping track of new hires’ goals in their first few months. It provides a sense of direction for their day-to-day tasks, general role responsibilities, as well as how to add value to the team and organization.

2. Better time management

With a 30-60-90 day sales plan in place, new hires are able to manage their time more efficiently. They can strategize and map out actionable tasks and ensure enough time is carved out to hit their milestones.

3. Monitor employee performance

A 30-60-90 day plan allows managers to track new-hire performance and provide feedback or additional coaching that helps improve their performance.

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3 Types of 30-60-90 Day Sales Plans

A 30-60-90 day sales plan is helpful not only for onboarding new sellers to your sales team, but also for sellers who are migrating to new territories or are stepping into a new role. 

1. New-hire

A new-hire sales plan is very similar to a standard 30-60-90 day plan. It’s a straightforward course of action for new hires during the initial days and months of their new sales position. 

2. Territory

It’s no easy task to become acquainted with a new market. If you’ve been assigned to a new territory or part of your region has shifted, you’ll want to develop a 30-60-90 day plan to get ahead. 

Your territory plan should clearly define geographic boundaries for territories sellers are responsible for and the metrics used to evaluate territory performance.

3. Promotion

A 30-60-90 sales plan is a valuable tool for new senior sellers and sales managers to establish themselves. It allows them to stay on the same page with the rest of leadership and create a strategy for making improvements. The right approach will allow them time to understand the dynamics of the company and sales team so that they can contribute with greater impact.

30-60-90 Day Sales Plan Onboarding Structure

Each month of your first 90 days has a purpose and is structured intentionally. Here is what to expect in your first 30, 60, and 90 days in a new sales role:

30 days: understand and learn

The first 30-day phase is focused on understanding. In this stage, new sales hires learn the ins and outs of the company, products or services, target customers, and biggest competition. With a new sales territory, the sales team and managers spend time learning about the area, demographics, market, and ideal buyer.

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Create personalized learning & training flows for your enterprise sales apps with Whatfix

60 days: evaluate and implement

60 days into onboarding is the perfect opportunity to evaluate what you’ve learned and put it to the test.

In this phase, new sales reps start implementing what they’ve learned and dive into the sales and performance tracking processes. Similarly with new sales territories, new sales hires begin to test the waters, find new leads, and nurture prospect and client relationships.

90 days: optimize and improve

By 90 days in, new sales reps will have a well-rounded understanding of your company’s operations- so much so that they should feel comfortable improving tactics, updating procedures, and optimizing the sales process.

In the third and final onboarding month, salespeople may examine the actions and outcomes of previous months to call out any wins or opportunities. Sales reps will be empowered to refine processes wherever improvement is needed and then turn their attention towards the upcoming months.

What to Include in a 30-60-90 Day Sales Plan

Generally, a 30-60-90 day sales plans includes information about onboarding and training, goals that sellers are expected to hit by the end of each phase, the people they should connect with, and helpful resources that will support them in reaching those goals. 

Here are the main elements of a successful and impactful 30-60-90 day sales plan:

1. Objectives

Without clearly defined objectives, you risk stale and stagnant learning paths, gaps in product knowledge, or even unsatisfactory employee engagement. This can make a big difference to your business growth, annual revenue, and customer acquisition and retention.

Some objectives suitable for a 30-60-90 day sales plan include:

  • Focus on building up a given territory
  • Position themself as a product expert and reputable service adviser
  • Install and implement new sales tools 

2. Priorities

A successful 30-60-90 day sales plan should clarify how onboarding tasks and learning objectives should be prioritized. This gives new sellers a clear perspective on how to approach things and set them up for success. Defining the most important tasks and learning opportunities helps reduce the time to implement a more effective sales action plan.

3. Individual SMART goals

SMART goals are specific, measurable, achievable, relevant, and time-sensitive. As one of the most popular and effective goal-setting practices, SMART goals help new sellers focus on accelerating their career growth, clarifying processes and procedures, using time and resources productively, and increasing their chances of crushing set milestones.

4. Measures of success

If you can’t measure it, you can’t improve it. When sellers know how to measure their success, they can improve their performance by addressing and refining areas of opportunity.

30-60-90 Day Sales Plan Best Practices

It’s one thing to simply facilitate the sales onboarding process during a seller’s first three months; it’s another thing to go the extra mile to make an outstanding first impression and start off on the right foot.

Here are five best practices for implementing your 30-60-90 day sales plan:

1. Become familiar with team and company goals

Understanding the purpose behind both your sales team and company goals should be a priority during the first three months. Doing so will give new sellers more insight into why your sales team should work to achieve them, motivating individuals to work as hard as possible to meet those goals.

By connecting individual responsibilities to bigger-picture goals, new sales reps will know exactly how to align their day-to-day tasks with the needs of the company, which keeps them accountable.

2. Connect them with an onboarding buddy

An onboarding buddy is a current sales rep who assists in the coaching of new sellers and acts as a point of contact during their onboarding, and sometimes beyond. They typically coach new hires on the company’s marketing strategies and sales best practices, connect them with the rest of the sales team, help them with their day-to-day tasks, and provide overall support as they adjust to the new work environment.

3. Set realistic expectations

The purpose of a 30-60-90 day sales plan is to provide a structure and set expectations for new sales reps in their first three months. There’s a lot to learn in that short amount of time, especially when sellers are itching to get out in the field. But the key is to pace the onboarding process appropriately so the training sticks. Too much information at once can be overwhelming and impossible to act on, so set realistic expectations in terms of what needs to be accomplished at each phase.

4. Schedule regular check-in meetings

HR and sales leaders need to prioritize setting up regular check-in meetings with new sales hires. These meetings are typically held after each milestone phase but can occur more frequently to ensure an open line of communication between sellers and managers. 

The purpose of these check-ins is to gauge the impact of the onboarding process and monitor their performance progress. 

Some discussion points to get these check-in conversations moving may include:

  • Confirm the status of their onboarding checklist
  • Ask about their biggest roadblocks, challenges, or product knowledge gaps
  • Review their performance on current projects or action items
  • Discuss their ideal career path and progression

Collect feedback about their onboarding process and new hire training to ensure they have the tools, support, and other resources they need to be productive

3 Tools for Facilitating a 30-60-90 Day Sales Plan

Creating your 30-60-90 day sales plan is the easy part. Carrying it out is where the hard work comes in – but using the right tools can make all the difference.

Here are three tools to help facilitate your 30-60-90 day sales plans effectively:

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1. Whatfix

Whatfix is a digital adoption platform that overlays on any web, desktop, and mobile application. It guides new sellers with its mission-critical software, enabling a fast ramp-up time and improving overall application adoption. 

Whatfix empowers your 30-60-90 day sales plan by building employee onboarding task lists to create a self-serve onboarding journey for your new hires – all directly in the software and processes they’re learning and using.

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2. Mindtickle

Mindtickle is a sales onboarding platform that focuses on training and performance management. This solution features readiness-tracking to understand how new sales reps are performing over time and offers pre-built templates to quickly deliver helpful information. Sales leaders can also use program insights to analyze teams, manage skill development, and use existing data to improve their overall training process.

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3. Saleshood

SalesHood is an all-encompassing sales enablement platform that provides more digestible training and mini-assessments to help new sales reps onboard faster.

This platform features a team dashboard that provides managers with oversight into the current training programs their sellers are working through and if their training is overdue, upcoming, or complete.

Each sales rep also has a “to do” section in their view that shows their required trainings, due dates, and progress so their onboarding can be completed in an effective and systematic way.

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Free 30-60-90 Day Sales Plan Template

If you don’t have a 30, 60, 90-day sales plan in place, we’ve created a free template to help you get started. You can download the 30, 60, 90-day sales plan template below and customize it according to your contextual needs and requirements. 

FREE TEMPLATE
Get your 30-60-90 day sales plan template now!

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Create contextual and engaging sales onboarding with Whatfix's in-app guidance and on-demand support

The first few months in a new sales role are critical. Building a robust 30-60-90 day sales plan can take some of the pressure off by providing a guide for success that combines big ideas with specific goals to drive success. Whatfix can support your new sellers by providing your sales team with contextual assistance and personalized guidance right when they need it most – during onboarding. 

Whatfix offers on-demand training for sales teams to empower their new hires in their first 90 days. The platform provides a personalized onboarding & training experience with customized pop-ups, smart tips, and interactive walkthroughs – ensuring faster learning and an accelerated onboarding experience. 

Learn more about how Whatfix can support your 30-60-90 day sales plan today.

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