30-60-90

Day SALES Plan

Prepared by:

Prepared for:

Company Orientation

Training

Review Strategic Plan

Goals

Begin Tactical Plan

Meetings in Territory

Working top 20

Accounts

Secondary Accounts

Continue Pipeline

Build

Generate pipeline ?x

quota

Refine Daily Tactics

Begin to establish

long term sales plan

Manager Review

Overview 30-60-90 Day Action Plan

30 Day Plan 60 Day Plan 90 Day Plan

“A goal properly set is halfway reached.”

Abraham Lincoln

Orientation

Market strategy, company processes, and products and services

Master relevant subject matter

Learn about primary competition

Learn procedures for paperwork, reports, e-mail

Review Strategy & Tactics

Meet with Manager to prioritize what is expected

Begin calling territory and meeting prospects

First 30 Days 30Day Plan

Learn, Plan

Goals

Apply

Company Training, Strategy, and Tactics

Goal: Find, Rank and Map target customers with highest probability of closing.

Continue to Schedule Meetings in Territory

Refine strategies for continued pipeline management

that began in first 30 days.

Process

1-on-1s with manager for pipeline coaching, review goals, opps

Learn how to work with alliance partners if applicable

Learn more advanced activities of sales process such as POCs

Complete mastery of unique insights of products and services offered to

differentiate the company.

Products

Mastered Sales Pitch and Presentations

Mastered Price List and Discounting Policies

Celebrate Successes

First 60 Days 60Day Plan

Goal is to optimize the sales plan based territory coverage and sales/channel capacity.

1-on-1s for Deal Level and Skills focused coaching

Mastery of forecast management

Refine Tactical strategies

Always be closing for next step until it’s a Sale

Consider lower-priority products or services to build revenue

Implement new procedures, techniques, or plans to further creative ways to grow company presence in the industry.

Close (How Many?) deals

Review past 90 days with Manager

Celebrate Successes

First 90 Days - Close 90Day Plan

Appendix

90 Days60 Days30 Days

Plan

Historical sales analysis

Perfect customer model

5 customer interviews/

Rank and map targets

Capacity model and plan

Coverage gap analysis

Quantify key sales metrics

Deliver quota attainment plan

Execute call campaign

Deliver 30 day update

Deliver attainment plan

Launch email campaign

Live sales event

Deliver pipeline plan

Key tasks to complete for 30,60,90 day plan.

Deliver attainment plan

Key Questions for Developing Sales

Action Plan

What is the biggest challenge facing the organization in the next 6 months or

year?

How is this role expected to address this challenge facing the company? (Or is

it?)

What does he or she absolutely need you to accomplish in the first 90 days?

What would he or she like you to do beyond that in the first 90 days?

What is the most promising, yet unexploited, opportunity for growth? Why

isn’t the company pursuing that opportunity right now?

What is the biggest problem you need solved by (this job title) ?

Is this position focused on new projects, turnarounds/realignments, or

sustaining success?

Mapping the Complex SaleCourtesy of Brian Burns. From ‘The Maverick Selling Method: Simplifying the Complex Sale’

*Created using MindNode Pro

Personality Profiling - DISC

DISC Personality Types:

D = Dominant (Active, Task-Oriented)

I = Influential (Active, People-Oriented)

S = Steady (Passive, Peope-Oriented)

C = Conscientious (Passive, Task-Oriented)

Personality Profiling – Merrill/Wilson

Competitor Analysis Framework

Best Practices Research

Competitor Name:

What is:

Customer Reputation:

Pricing Strategy:

Background of Key Execs:

Technology Perspective:

Core competencies/capabilities:

Recent moves/changes:

Product positioning:

Accurate Sales Forecasts

Improved Conversion Rates

Manager’s Perspective