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Setting a 30-60-90 Day Plan

How to set a three-month plan for your new sales team member to give them every chance of success

A 30-60-90 day plan is a roadmap for a new salesperson to follow during their first three months on the job. This plan will help them get up to speed quickly and hit the ground running, with a focus on bringing in new business and meeting the firm's expectations.

30 days

The first 30 days of the plan will focus on learning the ropes and getting familiar with the company's products and services and its sales processes and procedures. During this time, the salesperson should;

  • Meet with their manager and other team members to understand the company's overall sales strategy and goals
  • Review the company's product and service offerings, as well as its target markets and customers;
  • Learn the company's sales processes and procedures, including how to manage leads and prospects, make sales calls, and follow up with customers
  • Attend training sessions and workshops to develop their sales skills and knowledge
  • Have a thorough understanding of their contract, HR processes and organisational structure.

30-60 days

During the second 30 days, the focus will shift to building relationships and generating business. The salesperson should:

  • Start reaching out to potential customers and building relationships with them
  • Use their knowledge of the company's products and services to identify potential sales opportunities and create customised pitches for each prospect
  • Follow up with leads and prospects to move them through the sales funnel
  • Work closely with the marketing team to identify and attend networking events, conferences, and other opportunities to meet potential customers
  • Understand the business's strengths, weaknesses, opportunity markets and threats or competitors
  • It is vital to shadow a senior salesperson in several meetings and look to understand the reasons why people buy from the business
  • It is essential to understand the reasons why people also don't buy from the business
  • Seek out example clients who left positive reviews – why?
  • Seek out an example where the sales process fell through and was unsuccessful – why?

60-90

The final 30 days of the plan will focus on closing deals and bringing in new business. The salesperson should:

  • Continue to build relationships with potential customers and identify their needs and pain points
  • Use their knowledge of the company's products and services to create tailored solutions for each prospect
  • Work closely with the customer service team to ensure that all customers are satisfied with their purchases and to address any issues or concerns they may have
  • Collaborate with the marketing team to develop and implement targeted marketing campaigns to drive sales and generate new leads.
  • Understand the objections the sales team and department face and how best to overcome them
  • Understand key objections from various industries and how best to mitigate them.

Conclusion

Overall, this 30-60-90 day plan aims to help the new salesperson hit the ground running and start bringing in new business quickly and effectively.

By focusing on learning the company's products and services, building relationships with potential customers, and closing deals, the salesperson will be well-positioned to succeed and make a positive contribution to the company's bottom line.

Aaron Wallis are a national specialist sales recruitment agency comfortable across many sectors, however more recently the majority of our clients utilise the below offerings:

Date published: 26th February 2024

Headshot of George Humpries in a suit, Aaron Wallis Sales Recruitment

About the author

George Humphries

George is an experienced recruitment consultant at Aaron Wallis, specialising in recruiting top sales staff for technical and commercial positions. With a background in both FCMG and technical sales, George has first-hand experience in the sales industry, giving him great insight into identifying top performers. 

If you're looking to take the next step in your career, George is a valuable source of professional advice, working daily with some of the brightest and biggest businesses throughout the UK. 

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