Planning for Success: How to Create and Implement a Solid 30/60/90 Day Sales Plan
When it comes to sales, there's no such thing as hitting the ground running.
To succeed, you need to have a plan from Day 1. It's essential when you're working with a sales team of multiple reps; you have potential prospects of varying values coming and going and content flowing up to your eyeballs.
One of the best ways to get organized and ensure you're on top of everything is using a 30/60/90-day sales plan, one of the most effective employee sales strategies.
By mapping out your activities and goals for each stage of the selling process, you can increase your chances of success and make sure you're always one step ahead of the competition.
So if you're ready to create a winning sales plan, read on for all the tips and tricks you need to get started, all broken down into a simple step-by-step process.
What is a 30/60/90-day sales plan?
Just so we're on the same page:
A 30/60/90-day sales plan is precisely what it sounds like.
It's a plan that's typically given to new hires within a company or B2B sales team that helps them get on board with the way you do things and how your company operates. It lays out the first three months of work with actionable goals and shows accountability for their work.
Using this plan, you'll not only give direction to your new hire regarding what they should be doing and their responsibilities, but you can also track how effective they are.
You can highlight what they do successfully and what areas of their workflow need improvements and guidance. This is a very results-based way of doing things and a great way to monitor how effective a hire is within your setup.
There will be goals set for the 30, 60, and 90-day marks that the new hire and manager will agree on, which can be measured to track performance over time.
You can also use these plans to help your existing sales team be proactive when selling in new territories and niches.
And how do you create such a plan?
By following these very simple steps.
Step #1 - Define your goals
First things first, define your goals.
You must ensure your new hire's goals are directly aligned with the rest of your sales team's goals. This means taking the time to understand their current goals and how a new hire could fit into them.
A properly defined goal will give you insight into which direction to take, and having a clear understanding of the target market will help ensure you're taking the right steps.
Of course, you'll want to set goals for the 30, 60, and 90-day markers, goals that should representatively progress from one another and showcase how well integrated the new hire is becoming into your existing workflow.
Examples of common plan goals could include;
- Completing all onboarding and training
- Identifying with the company's mission and values
- Show an understanding of the target market, audience, buyer personas, and ideal customer profiles (ICPs)
- Getting familiar with everyone within the B2B sales team
- Show understanding of the company's available products and services
- Have an understanding of the industry and competitors
Step #2 - Create an outline
With your ideas and priorities in place, it's time to start thinking about breaking everything down into those 30-day increments.
Typically, a plan will start around the onboarding and learning phase (30 days), followed by getting familiar with the industry and company (60 days), to becoming an independent and functioning member of the sales team (90 days).
Our top tip here, though, is to make sure the goals are actually achievable. We know that you want to go for gold and have high expectations, but if the goals are unachievable and near-on impossible, this isn't going to be a pretty process, and you'll cause problems with management and morale.
This is a risky way to increase employee churn.
Instead, keep things manageable and realistic. Play the long game and allow your new hire to fit themselves into your digital sales team in a functioning and productive way.
You'll also need to consider what metrics you're using to track the progress of these goals.
These metrics could be as simple as seeing how many onboarding review videos the hire watches and completes within the first 30 days. Towards the end of the plan, it may be seeing how many prospect tasks they can complete within a week.
Step #3 - Put the plan into action
With your plan set up and ready to go, it's time to start executing.
Whether your plan has been created for your new hire or for your sales team to start tackling new markets, your team can now get to work. With the plan in place, everybody should be on the same page and working towards the same goals.
Of course, this doesn't mean you can turn your back and let your teams carry on as usual. Managers will need to be proactive during this time, especially during the first couple of weeks, to make sure everything is running smoothly and any bottlenecks are being addressed.
Sales reps may have questions along the way, and it's important to ensure there are opportunities for open communication and discussion. This is, so problems don't build up and become bigger problems without being addressed.
Using AI technology to improve your 30/60/90-day sales plan
AI is everywhere these days, and the digital sales room is no exception.
In fact, it's one of the most powerful tools you can use when it comes to executing your 30/60/90-day sales plan because it can provide hyper-focused insights into your sales processes, enabling you to understand the behaviors of your key accounts, and customize this data to help you meet your 30/60/90-day plan goals.
Let's say one of your goals is to engage ten prospects and convert two of them this month. Either this is the goal for your new hire or a sales team tackling a new market.
Using AI sales enablement tools like Dealintent, you can use data-driven insights to identify how buyers interact with your sales content and create automated buyer personas and ICPs.
Using this data and AI suggestions, your sales reps can identify the most engaged prospects and prioritize their time and resources accordingly. You'll also have state-of-the-art insight into what these particular buyers' reservations and pain points are and have customized, hyper-personalized content ready to address them.
This allows you to increase sales productivity and for your sales reps to be much more focused and intentional with their efforts. It allows for their resources in the right places and converts more prospects than ever before.
With all your CRM content integrated and in one accessible place, and everything optimized for easy access and execution, it's never been easier to meet and exceed the expectations of your 30/60/90-day sales plans.
Now you know how to create an effective 30-60-90 days sales plan, it's time to get down to business and increase your sales success rates.
Of course, execution is the hard part, but luckily there are plenty of tools out there to help.
Dealintent is one such tool that can lend a hand in understanding the behaviors of key accounts and their needs - exactly what you need to meet your goals. So check it out today and see how easy it can be to achieve big things with help from a sales automation tool like Dealintent.
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