The number one request I get from blog subscribers is for advice on how to customize the 30 60 90 Day Plan Template for sales positions. Even though the fundamental objective of the 30 60 90 day plan is the same for all roles, there is a lot of value to customizing it so you can demonstrate your mastery of the sales profession and elicit confidence in your boss or differentiate yourself in the interview process. I'm going to spend time in this blog to share some tips for building a 30 60 90 day plan for sales. And, if you don’t feel like doing all the work yourself, I’m happy to tell you about a brand new template I’ve built that is designed specifically for sales professionals.
The 30 60 90 Day Plan Template – For Sales
This plan template is customized for the unique needs of a sales professional. It’s designed to help you demonstrate that you know how to build a plan and attack a sales territory by combining the art and science of sales.
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If you don’t feel like buying a ready-to-use template but you’d still like some tips for customizing your own 30 60 90 Day Plan, continue reading and I’ll share some advice so you can do it yourself.
The purpose of the 30 60 90 Day Plan is widely misunderstood. It has nothing to do with helping you “get up to speed” or “hit the ground running” and everything to do with aligning your boss and management team to a definition and framework for success.
The 30 60 90 Day Plan is designed so your hiring will be declared an unequivocal success after 3 months by the people who matter most to your career. It’s designed to guarantee the success of the major projects you take on. It’s not about making sure you focus on learning or training or any of the other misinformation out there. No one cares about that. The purpose of the 30 60 90 Day Plan is to set the foundation for your career advancement.
While the basic goal of all 30 60 90 Day Plans is the same, you can and should customize your approach based on the situation you’re in and the role you hold or would like to hold. I’ve given some advice below on how to customize your plan for Sales positions.
The 30 60 90 Day Plan for Sales
The 30 60 90 Day Plan is critical for sales. In the interview process it can help you land the job. And once you have the job it can help you build a reputation as a smart and savvy sales executive. It’s about demonstrating that you understand how to build and execute a sales plan for a territory.
Here are three quick tips to help you build a great 30 60 90 Day Plan for Sales:
Define the Target
If you want to differentiate yourself from other candidates applying for a sales job, or just to impress your boss with your approach to planning a sales territory, you must start by defining your target with precision. Most reps and sales managers don’t take this seriously enough and aren’t scientific in their approach to identifying the “perfect customer”. My recommendation is to spend the first phase of your sales 30 60 90 Day Plan on defining your highest value target customers.
Show the Model
The difference between average sales professionals and exceptional ones is often the model they use to attack a territory or quota. Many people take a “best effort” approach. They rely on salesmanship and intuition to hit a number. While that may work some of the time, it’s not a strategy that is going to set you apart from others. My recommendation is to spend the second phase of your 30 60 90 Day Plan on dissecting your quota and building a model that shows exactly how you’re going to hit it.
Demonstrate your Approach
This is where you need to combine the art and science of sales. Now that you’ve show you can quantify your target and model your business, you need to demonstrate you the art form of sales. My recommendation is to spend the last phase of your 30 60 90 Day Plan showing the tactics you’re going to use to build pipeline and develop customers. If you do this effectively, your boss or future boss will know you have everything it takes to be an effective sales professional.
If you want my ready-to-use 30 60 90 Day Plan Template designed specifically for sales, you can download it here.