Sales Strategy

Creating an Effective 30-60-90 Day Sales Plan: Steps and Best Practices October 31, 2024 (0 comments)

A 30-60-90 day sales plan is a three-month structured strategy to help new sales representatives or teams transitioning into new territories ramp up effectively. This plan, commonly discussed on Zendesk, guides employees through a gradual learning curve, focusing on familiarization, implementation, and improvement.

Each phase—30, 60, and 90 days—is designed to establish clear milestones, facilitating a manageable progression into full productivity. This method accelerates onboarding and improves sales results by helping teams align with company goals and customer expectations from the outset.

Building Your 30-60-90 Day Sales Plan

Creating a 30-60-90-day sales plan involves breaking down specific objectives for each phase. According to Zendesk, here’s how to structure it:

Phase 1 (Days 1–30): Learning

The first 30 days focus on gaining a solid understanding of company processes, products, and target customers. New reps should prioritize activities such as:

• Completing product and market training
• Engaging with CRM software and other sales tools
• Shadowing experienced team members

By the end of this phase, they should feel confident in their foundational knowledge, which will prepare them to interact with prospects in the next phase.

Phase 2 (Days 31–60): Implementation

During this phase, sales associates put their learning into practice. Activities include:

• Engaging in prospecting and outreach
• Building and nurturing leads
• Testing sales approaches to refine messaging

This period allows sales reps to gauge real-world responses and improve based on immediate feedback, setting the stage for closing deals in the final phase.

Phase 3 (Days 61–90): Improvement

In the last 30 days, the focus shifts toward performance and closing deals. Reps should focus on:

• Converting leads into clients
• Refining negotiation tactics
• Building long-term customer relationships

The completion of Phase 3 should demonstrate measurable success, like closed deals or revenue generated, signaling readiness for long-term, sustainable productivity.

Best Practices for a Successful 30-60-90 Day Plan

Zendesk highlights several key practices to make a 30-60-90 day sales plan effective. Consider these tips:

• Define Metrics Early: Set measurable goals that align with each phase, such as closed deals or outreach volume.
• Ensure Flexibility: Adapt the plan as needed based on real-time feedback and changing market dynamics.
• Track Progress Regularly: Weekly check-ins and progress evaluations help adjust timelines and keep sales reps on course.

Avoiding Common Pitfalls

While creating a 30-60-90 day plan, be aware of potential pitfalls:

• Setting Vague Goals: Concrete, measurable goals are essential for tracking success.
• Neglecting Long-Term Focus: Balance short-term objectives with actions that build lasting customer relationships.
• Ignoring Feedback: Regular check-ins can uncover valuable insights and allow for timely adjustments.

Learn more in the complete guide by Zendesk.

[Images via istockphoto.com]