30-60-90 day sales plan template

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

1. 1

   Plan basics

   6 fields to complete

2. 2

   Milestones by phase

   6 columns, 8 worked example rows

3. 3

   People to meet

   4 columns, 5 worked example rows

4. 4

   Phase review record

   6 columns, 3 worked example rows

5. 5

   Before the plan is agreed

   6-point checklist

6. 6

   Using this in an interview

   Guidance notes

The preview shows part of section 1. The full template has all 6 sections (5 not previewed here), with blank rows ready to fill in. Download the full template

How to use it

1. 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. 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. 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. 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