How to Create a 30-60-90 Day Sales Plan for B2B Success

1. Introduction
2. What is a 30-60-90 Day Sales Plan?
3. Benefits of a 30-60-90 Day Sales Plan
4. When to Use a Sales Action Plan
5. How to Create a 30-60-90 Day Sales Plan
6. Common Mistakes to Avoid
7. Examples of 30-60-90 Day Sales Plans
8. Conclusion

Table of Contents

Introduction

In the competitive landscape of B2B sales, the difference between meeting targets and falling short can often hinge on the strategic planning that precedes action. A well-structured 30-60-90 day sales plan is not merely a document; it’s a roadmap that guides sales professionals through their initial months in a new role, ensuring alignment with company objectives while fostering personal accountability. For B2B SaaS companies and SMEs, this approach is crucial—not just for new hires but also for seasoned professionals stepping into new territories or roles.

Consider this: According to recent studies, effective onboarding and strategic planning can improve sales performance by up to 25% within the first year. As leaders, it’s imperative to leverage this insight for sustainable growth and competitive advantage. The purpose of this blog is to provide actionable insights into creating a 30-60-90 day sales plan that will empower your sales team to hit the ground running and achieve measurable results.

Here, we will explore the fundamental components of a successful 30-60-90 day sales plan, the benefits it brings, and the common pitfalls to avoid, all while emphasizing the need for a customized approach tailored to your organization’s unique context. By the end of this article, you’ll be equipped with a comprehensive understanding of how to effectively craft and implement your sales plan, driving both individual and organizational success.

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

A 30-60-90 day sales plan is a strategic framework that outlines specific goals and actions for the first three months of a sales role. Each phase—30, 60, and 90 days—serves a distinct purpose:

• 30 Days: Learning and Onboarding

  • This initial phase focuses on understanding the company’s products, services, sales processes, and market dynamics. It’s about building foundational knowledge that will inform future actions.

• 60 Days: Implementing Strategies

  • In this phase, the focus shifts to applying what has been learned. Sales professionals begin to engage with prospects, refine their pitches, and establish relationships while tracking their progress against set goals.

• 90 Days: Delivering Results and Optimizing

  • The final phase emphasizes closing deals and evaluating performance. It involves assessing the effectiveness of strategies employed in the earlier phases and making necessary adjustments to optimize future actions.

Creating a structured approach across these three phases not only fosters accountability but also aligns sales efforts with broader business objectives, paving the way for sustained success.

Benefits of a 30-60-90 Day Sales Plan

Implementing a 30-60-90 day sales plan brings several key advantages to B2B organizations:

1. Clear Roadmap for Success: By delineating specific goals and actions for each phase, sales professionals gain clarity on expectations and priorities, reducing confusion and increasing focus.

2. Enhanced Accountability: With defined metrics and milestones, individuals can track their progress and hold themselves accountable, fostering a culture of responsibility within the sales team.

3. Improved Performance Measurement: The structured nature of the plan facilitates ongoing evaluation of performance, enabling timely adjustments to strategies based on real-time feedback and results.

4. Streamlined Onboarding Process: For new hires, a sales plan serves as a vital onboarding tool, equipping them with the knowledge and confidence needed to succeed in their roles.

5. Alignment with Company Objectives: By integrating individual goals with the organization’s strategic objectives, sales professionals can contribute more effectively to overall business success.

6. Facilitates Continuous Improvement: The iterative nature of the plan encourages a mindset of continuous learning and adaptation, essential in the ever-evolving B2B landscape.

When to Use a Sales Action Plan

A 30-60-90 day sales plan is particularly beneficial in various scenarios, including:

• Onboarding New Sales Professionals: New hires can utilize the plan to integrate into the company culture and understand their roles effectively.

• Transitioning to New Roles or Territories: When professionals move to a new position or territory, the plan helps them adapt quickly and establish effective strategies tailored to their new responsibilities.

• Launching New Products or Services: During product launches, a sales plan can help teams align their efforts and strategies to maximize market impact.

• Preparing for Performance Reviews: The plan serves as a valuable reference point during performance evaluations, showcasing accomplishments and areas for growth.

• Securing Promotions: For individuals seeking advancement, having a 30-60-90 day sales plan can demonstrate initiative and strategic thinking to leadership.

How to Create a 30-60-90 Day Sales Plan

Creating an effective 30-60-90 day sales plan involves several critical steps. Here’s a structured approach to guide you through the process:

Step 1: Define Clear Objectives

Before you start drafting your plan, outline the primary objectives you aim to achieve within the 90 days. These objectives should be SMART (Specific, Measurable, Achievable, Relevant, Time-bound) to ensure clarity and focus.

Step 2: Create a Detailed Timeline

Break down your objectives into actionable steps for each of the three phases. This timeline will serve as your guide, helping you prioritize tasks and monitor progress. Here’s a suggested breakdown:

• Days 1-30 (Learning):

  • Complete onboarding and training.
  • Understand company values, products, and services.
  • Research target markets and competitors.
  • Meet with key stakeholders to build relationships.

• Days 31-60 (Implementing):

  • Begin engaging with prospects and conducting outreach.
  • Set and refine communication strategies based on initial feedback.
  • Build a pipeline of qualified leads and identify high-value opportunities.

• Days 61-90 (Delivering Results):

  • Focus on closing deals and finalizing contracts.
  • Evaluate performance metrics and assess areas for improvement.
  • Adjust strategies based on feedback and results to optimize future efforts.

Step 3: Identify Metrics for Success

Establish clear metrics to assess your performance throughout each phase. This could include the number of leads generated, deals closed, or meetings scheduled. Having concrete performance indicators enables you to gauge your success objectively and make informed adjustments as needed.

Step 4: Engage with Your Team and Seek Feedback

Communication is key during the execution of your plan. Regularly check in with your manager and peers to discuss progress, challenges, and feedback. This collaboration fosters a supportive environment and enhances accountability.

Step 5: Review and Refine

At the end of each phase, take time to review your achievements and challenges. Use this evaluation to refine your strategies, ensuring you remain agile and responsive to changing market dynamics.

Common Mistakes to Avoid

While creating a 30-60-90 day sales plan, be mindful of common pitfalls:

1. Vague Objectives: Ensure your goals are specific and measurable to avoid ambiguity.

2. Lack of Engagement: Failing to involve your team in the planning process can lead to misalignment and missed opportunities.

3. Ignoring Feedback: Regularly seek and act on feedback to improve your approach and enhance results.

4. Overpromising: Set realistic goals that are achievable within the timeframe to maintain credibility and motivation.

Examples of 30-60-90 Day Sales Plans

To illustrate the application of a 30-60-90 day sales plan, consider the following hypothetical scenarios tailored for different sales roles:

New Sales Representative Example

• Days 1-30:

  • Complete onboarding and product training.
  • Shadow experienced team members to understand best practices.
  • Conduct market research to identify key prospects.

• Days 31-60:

  • Start outreach to prospects, aiming for 10 meetings per week.
  • Implement feedback from initial interactions to refine sales pitches.
  • Document progress in CRM to track lead status.

• Days 61-90:

  • Focus on closing initial deals, setting a target of 3 new contracts.
  • Evaluate performance against metrics and adjust strategies accordingly.
  • Establish ongoing relationships with clients for future opportunities.

Sales Manager Example

• Days 1-30:

  • Assess team dynamics and individual performance metrics.
  • Conduct one-on-one meetings with each team member to set personal goals.
  • Analyze market trends and competitor strategies.

• Days 31-60:

  • Implement new sales strategies based on team feedback.
  • Provide coaching and support to team members.
  • Set clear KPIs for each team member and monitor progress.

• Days 61-90:

  • Review overall team performance against set goals.
  • Adjust strategies based on performance metrics and feedback.
  • Prepare for quarterly business reviews, showcasing team achievements.

Conclusion

A 30-60-90 day sales plan is an indispensable tool for driving success in B2B sales. By establishing clear objectives, implementing structured approaches, and fostering ongoing communication and feedback, sales professionals can effectively navigate their initial months and contribute significantly to their organization’s growth.

At Growth Shuttle, we emphasize the importance of an ‘evolution over revolution’ philosophy in developing strategic frameworks for sustainable success. By focusing on incremental improvements and optimized processes, we empower our clients to achieve their business goals.

As you embark on crafting your own sales plan, consider how our advisory services can support your journey. Whether you’re looking to refine your sales strategies, explore our Business Strategy offerings, or gain further insights through our Free Business Accelerator Course, we are here to help you thrive.

Frequently Asked Questions

1. What is the primary purpose of a 30-60-90 day sales plan?

The primary purpose of a 30-60-90 day sales plan is to provide a structured framework for new sales professionals to achieve their objectives while integrating effectively into their roles and aligning with company goals.

2. How can I adapt a 30-60-90 day plan for my specific industry?

To adapt a 30-60-90 day plan for your industry, focus on relevant metrics, customer profiles, and market dynamics that are unique to your sector. This ensures the plan addresses specific challenges and opportunities within your market.

3. What metrics should I include in my sales plan?

Metrics to include in your sales plan may consist of lead conversion rates, number of meetings scheduled, revenue generated, and customer retention rates, depending on your objectives and focus areas.

4. How often should I review my progress against the sales plan?

Regular reviews, ideally at the end of each phase (30, 60, and 90 days), are crucial for assessing progress, identifying areas for improvement, and adjusting strategies as needed to stay on track for success.

5. Can a 30-60-90 day sales plan be used for roles beyond sales?

Yes, while primarily designed for sales roles, the principles of a 30-60-90 day plan can be adapted for various job functions, including marketing, management, and operations, to guide individuals through their initial months in new roles.