ActivityTracker

Free template for new sales reps

30-60-90 day sales plan: what you'll have done by day 30, 60 and 90

Three phases, each with what you'll learn, the numbers you'll hit and the question your manager will ask at the checkpoint. Copy it, print it or download it for Word. Free, no sign-up.

Most 30-60-90 day plans say "learn the product" and "build relationships", and a manager can't check either of those. This one puts a number and a question on each phase. By day 30 you can give the pitch and book a meeting on your own, by day 60 your meetings turn into proposals, and by day 90 your own pipeline covers next month. Write it before the interview or in your first week, and take it to every checkpoint.

Your first 90 days, with a number on each checkpoint

Download for Word

30-60-90 day sales plan: [your name]

Role: ______ Start date: ______ Manager: ______

What success looks like at day 90

____________ (one sentence your manager would 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: __

Pipeline: __ 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 ______

Pipeline for next month: __ deals, 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?

Every Friday

This week's calls, meetings and proposals against the plan: ______

What I learned, and what I'll change on Monday: ____________

What I need from my manager

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

See how the first 90 days add up in the app

Three rules that make the plan something your manager can check

Your manager checks numbers and dates, so the plan is written in them.

  • Every phase ends with a question your manager can answer yes or no
  • Take the numbers from your team's last new starters, not from the internet
  • Take it to every 1:1 and tick off what's done

The day 30, 60 and 90 checkpoint conversations

Each one is twenty minutes with your manager, on dates you both put in the calendar in week one.

  • Start with the checkpoint question, and answer it yes or no
  • Then the numbers: planned against done
  • Then what changes in the next 30 days, and what you need from them

A filled-in plan: a new account executive's first 90 days

Jordan Ellis, account executive at a payroll software company. Started 7 September, and the manager is Sam.
  • At day 90: two deals closed, and next month's pipeline built from my own calls.
  • Days 1 to 30: learn the three plans and the five objections Sam hears most, and sit in on 10 of Maya's calls. Pitch to Sam by day 14. 50 calls a week, 4 meetings booked by day 30.
  • Days 31 to 60: 8 meetings held, 3 proposals sent, 6 deals in the pipeline worth $54,000. Get better at discovery questions, with Maya coaching.
  • Days 61 to 90: 2 deals closed, worth $18,000, and next month's pipeline at 7 deals worth $63,000. From then on it's 60 calls, 4 meetings and 2 proposals a week, and I own the update to the demo script.
  • What I need from Sam: a list of my territory's accounts by day 3, and to sit in on two of his calls in week two.

Sam said the average deal is $9,000, so the numbers check out: 6 deals are $54,000, 2 are $18,000 and 7 are $63,000.

Interviewing tomorrow? What to fill in tonight

Here's what to change when it's for an interview, a manager's job or a role you've done before.

  • For an interview

    Fill in the product and the people from their website and LinkedIn, and leave the numbers as questions to ask, like "What does a good first month look like here?"

  • A first job as a sales manager

    Swap the calls for the team, with a 1:1 with every rep by day 30, the team's numbers by day 60 and one change to how the team sells by day 90.

  • If you've sold this before

    Keep days 1 to 30 to two weeks, and start calling in week one.

  • Promoted from rep

    Keep making your own calls for the first 30 days, and hand your accounts over by day 60.

  • A territory you're taking over

    Add the accounts you'll call first, and a target for the ones you'll win back.

Questions

Give your manager a plan they can check

The template is free to use, and the app is paid and counts your calls and meetings as you log them.

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