30-60-90 day sales plan template
Most 30-60-90 day plans are written to impress in an interview and then abandoned. The useful version is agreed between the new rep and their manager in week one, and every milestone is something the manager can verify without taking the rep's word for it. This template splits each phase into what the rep learns, what they do, and what they produce.
Download it
What you get
- A phase table with learn, do, and produce milestones for days 1-30, 31-60, and 61-90
- Measurable checkpoints for each phase review, with the evidence the manager looks at
- A relationship map so the rep meets the people who will unblock their deals
- A version for interview candidates, and a version for the first week on the job
Who it's for
- Newly hired account executives in their first quarter
- Hiring managers who want a plan they can inspect
- Candidates preparing a 30-60-90 for a final-round interview
What's inside
6 sections, each listed with its own size. The first is previewed below; the remaining 5 come with the download, with blank rows ready to fill in.
| Section | Size | Previewed |
|---|---|---|
| Plan basics | 6 fields to complete | Below |
| Milestones by phase | 6 columns, 8 worked example rows | In the download |
| People to meet | 4 columns, 5 worked example rows | In the download |
| Phase review record | 6 columns, 3 worked example rows | In the download |
| Before the plan is agreed | 6-point checklist | In the download |
| Using this in an interview | Guidance notes | In the download |
Preview of section 1
Plan basics
- Rep name and role
- e.g. Jordan Lee, Mid-market AE
- Start date
- e.g. 2026-10-05
- Manager
- e.g. Priya Shah
How to use it
1. Agree the plan in the first week
Draft it together in the first 1:1. The rep writes the milestones, the manager adjusts them. A plan the rep did not write is a plan they will not track.
2. Make every milestone verifiable
'Understand the product' cannot be checked. 'Deliver the standard demo to the manager and pass the certification rubric' can. Rewrite anything the manager would have to take on trust.
3. Set produce targets from ramp, not from full quota
Pipeline and bookings milestones should come from your ramp schedule. Holding a day-45 rep to full-quota activity levels teaches them the plan is fiction.
4. Review at day 30, 60, and 90 against the evidence column
Each review takes 30 minutes: walk the checkpoints, mark each met, partly met, or missed, and agree what changes for the next phase. Write down the outcome.
Frequently asked questions
What is a 30-60-90 day sales plan?
A plan for a new sales hire's first three months, split into phases with milestones for learning, activity, and output. It gives the rep and manager a shared definition of on track before the rep has enough history for results alone to tell.
What should be in the first 30 days of a sales plan?
Mostly learning and observation: product and discovery certifications, listening to recorded wins and losses, shadowing live calls, meeting the people who unblock deals, and building an account plan for the territory. Output targets are usually light or zero.
Should a 30-60-90 plan include quota numbers?
Yes, but ramped ones. Use the ramp schedule for months one to three. Holding a new rep to full quota in the plan makes the plan unachievable and it stops being used.
How do I present a 30-60-90 day plan in an interview?
Keep it to one page per phase, be explicit about which figures are assumptions, and focus on how you will learn the market and build pipeline. Close with the questions you would ask in week one.