In a previous post we introduced 30-60-90 Day Plans. Below we’ll discuss how to write a plan and what to include within it. A Plan should be divided into three sections, each section addressing a specific time period. An overview on writing each section is provided below.
Writing The Plan
Writing Days 0-30
This section for the first 30 days should start out with generic items such as meeting with team members and completing any required training. If there are existing customers int the territory include an item for meeting with them. For potential customers, list 3 of the 5 or 6 potential customers within the territory that can benefit from the company’s technologies. Additional potential customers should be included in the Days 30-60 section.
Writing Days 30-60
This section covers days 30-60. List the remaining clients who will be visited and start discussing sales pipelines. Include a item that talks to building up the pipeline by having a concrete number of customers you are going to pursue. For example, “By day 60, identify 15 prospects to pursue over the next several months”.
The article The 30-60-90 Day Plan: Your Guide for Mastering a New Role on Hubspot mentions that this section should be “getting deeper into things. More details, more responsibility.” They mention that days 30-60 should be focused on:
- more field or independent time,
- more involvement in issues,
- more customer or vendor introductions,
- reviews of customer satisfaction,
- reviews of procedures…
Writing Days 60-90
This section covering days 60-90 should focus on actively building up your pipeline. According to the article The 30-60-90 Day Plan: Your Guide for Mastering a New Role for days 60-90 ”you should know your way around by now and be initiating things on your own.” Focus points should be:
- thinking of ways to increase customers or revenue,
- generating ideas to save time or money,
- implementing plans or schedules,
- fine-tuning your schedule, and
- continuing to get performance feedback
Plan Examples
An example is provided below to give an idea of what to include, and how to format, a 30-60-90 day plan.
First 30 Days
- Training (Clearly identify training programs you will complete)
- Meet with Team (Clearly identify who you will meet with and why you need to meet with them)
- Meet with existing customers (List each on a separate line so that you can check each off when you meet with manager)
- Role play call script with manager
- Prospecting
- Shadow three sales calls
- Meet with Federal Program Manager of “XYZ” because they have these know issues [list identified issues] that company technology can address
- Meet with Agency CIO because they have these know issues [list identified issues] that company technology can address
- Meet with existing customers [include list of customers]
- Find “x” number of prospects (suggest listing 3, focus on prospects will be in days 30 thru 90)
- On Day 30, Meet with Manager to review this plan and receive feedback
Days 30-60
- Additional training (Identify training if known)
- Events to attend (Identify if known)
- Partnerships
- Meet with FSI partner “XYZ” to review project
- Meet with executive contact at FSI “ABC” to see if we can partner together
- Prospecting
- Shadow three sales calls
- Meet with my decision-making contact at Agency B Meet with Federal Program Manager of “DEF” because they have these know issues [list identified issues] that company technology can address
- Provide a list of 10 customers to pursue over next six months
- On Day 60, Meet with Manager to review this plan and receive feedback
Days 60-90
- Additional training (Identify training if known)
- Events to be attended
- AFCEA Homeland security conference
- Partnerships
- Present projects to work with FSI Partner “XYZ” and a strategy for each project
- Meet with executive contact at FSI “LMN” to see if we can partner together
- Prospecting
- Update previous list (from days 30-60) of the 10 customers to pursue over the next six months. Provide a strategy on how to win each account
- On Day 60, Meet with Manager to review this plan and receive feedback
We hope the example above gives an idea of how to write a 30-6-90 Day Plan. For more information, additional examples of plans and formats can be found at:
- The 30-60-90 Day Plan: Your Guide for Mastering a New Role
- What to Write on Your 30-60-90 Day Business Plan
- How to Create a 90-Day Business Plan for Job Interviews
