Setting a 30-60-90 day sales plan: what a new rep learns, does and closes each week

"Learn the product" and "build relationships" are goals you can't check. This plan puts a number on each week and one yes-or-no question on each checkpoint.

Fill it in with your new rep in their first week. Copy it, print it or download it for Word.

30-60-90 day sales plan: [rep's name]

Role: ______ Start date: ______ Manager: ______

What success looks like at day 90

• ____________ (one sentence you both agree with)

Days 1 to 30: learn it and start calling

• The product, the prices and why customers buy: ____________
• People to meet: my manager, the best rep, someone in delivery: ____________
• Calls to sit in on: __
• My pitch, said out loud to my manager by: ______
• Calls a week: __ Meetings booked by day 30: __
• Checkpoint, day 30: can I give the pitch and book a meeting on my own?

Days 31 to 60: run my own meetings

• Meetings held: __ Proposals sent: __
• Open deals: __, worth ______
• One skill to get better at, and who'll coach me: ____________
• Checkpoint, day 60: are my calls turning into meetings, and my meetings into proposals?

Days 61 to 90: close and carry my own number

• Deals closed: __, worth ______
• Open deals for next month: __, worth ______
• Calls, meetings and proposals a week from now on: ______
• One thing I'll own for the team: ____________
• Checkpoint, day 90: can I carry a full target without help?

The weekly numbers

Each week, on [day]

• This week's calls, meetings and proposals against the plan: ______
• What I learned, and what I'll change next week: ____________

What I need from my manager

• ____________ (a list, an intro, time on their calls, a decision, and by when)

1. Agree the day-90 sentence first. "Two deals closed and next month's open deals built from my own calls" is one you can check.
2. Take the weekly numbers from your team's last new starters. A number from another company's blog won't fit your product.
3. Start low and ramp up. Week 1 can be zero calls if they're learning the product.
4. End each phase with a question you can answer yes or no.
5. Put the three checkpoints in both calendars in week one, and bring the plan to every 1:1.

Aisha Rahman is a new rep at a firm selling IT support to clinics. Wei Jie is her manager. The people and all the numbers are made up. They show the shape of a ramp, and they aren't a benchmark for your team. An average deal here is S$9,000.

• At day 90: two deals closed, and next month's open deals built from her own calls.
• Days 1 to 30 (weeks 1 to 4): she learns the three plans and the five objections Wei Jie hears most, and sits in on 10 calls. She pitches to Wei Jie by day 14. That's 110 calls and 4 meetings booked. Checkpoint: yes.
• Days 31 to 60 (weeks 5 to 8): 8 meetings held and 3 proposals sent, with 6 open deals worth S$54,000. She works on discovery questions, with the team's best rep coaching. That's another 230 calls.
• Days 61 to 90 (weeks 9 to 13): 2 deals closed, worth S$18,000, and 7 open deals worth S$63,000 for next month. That's another 300 calls. From then on it's 60 calls, 2 meetings and 1 proposal a week.
• What she needs from Wei Jie: a list of her accounts by day 3, and a seat on two of his calls in week 2.

Here are the sums. Calls: 110 + 230 + 300 = 640. Meetings held: 2 + 8 + 10 = 20. Proposals: 0 + 3 + 4 = 7. Deals: 6 x S$9,000 = S$54,000, 2 x S$9,000 = S$18,000, and 7 x S$9,000 = S$63,000.

Each one takes 20 minutes, in this order:

• The checkpoint question, answered yes or no.
• The numbers, planned against done.
• What changes in the next 30 days, and what they need from you.

If they're behind at day 30, name the step that's short and agree the fix. Too few calls is a different talk from plenty of calls and no meetings.

You and your new rep write the plan. Palby Sales Tracker counts the weekly numbers in it.

They log each call, meeting and close in one tap on their phone. The 1:1 card fills in their last two weeks against their goal, their week streak and what you asked them to do last time. Your notes go on a coaching sheet, and they get a read-only copy.

If they've logged nothing for 3 days, they show up on your Needs you list. See how one-on-ones work.