Outside Sales Representative: Your 30/60/90 Day Plan for Success
Starting a new Outside Sales Representative role can feel like drinking from a firehose. Everyone expects you to hit the ground running, but no one hands you a map. This plan gives you that map, showing you exactly what to focus on in your first 30, 60, and 90 days to not only survive, but thrive. This is about making an impact, not just filling a seat. This isn’t a generic onboarding guide; it’s a tailored strategy to accelerate your success as an Outside Sales Representative.
Your First 90 Days: A Concrete Plan
By the end of this article, you’ll have a ready-to-execute 30/60/90 day plan, complete with:
- A 30/60/90 day plan template to track your progress and stay focused on key objectives.
- A relationship-building script for connecting with key internal and external stakeholders.
- A sales process audit checklist to identify areas for improvement and optimization.
- A lead qualification scorecard to prioritize high-potential prospects and maximize your sales efforts.
- A territory analysis framework to understand your market and identify growth opportunities.
- A performance tracking dashboard outline to monitor your progress against goals and identify areas for course correction.
- Decision rules for prioritizing activities and allocating resources effectively.
What you’ll walk away with
- A 30/60/90 day plan template: Ready to customize for your specific role and company.
- A stakeholder introduction email script: Copy and paste to build rapport with key contacts.
- A sales process audit checklist: Identify bottlenecks and opportunities for optimization in your sales cycle.
- A lead qualification scorecard: Prioritize leads based on potential value and likelihood of conversion.
- A territory analysis checklist: Understand your market landscape and identify key opportunities.
- A performance dashboard outline: Track your progress and identify areas for improvement.
- Decision rules for prioritization: Focus on the activities that will drive the most impact.
Day 1-30: Focus on Learning and Building Relationships
Your first month is all about absorbing information and building a strong foundation. This means understanding the product, the market, and the internal dynamics of the company.
Immerse Yourself in Product Knowledge
Deep product knowledge is non-negotiable. If you can’t articulate the value proposition, you can’t sell it. Spend time with product documentation, demos, and even shadow customer service calls to understand common pain points.
Do this, don’t do this: Don’t just read the sales materials. Actually use the product yourself. Understand its strengths and weaknesses firsthand.
Map Your Territory
Understanding your territory is crucial. Who are the key players? What are their needs? What are the biggest opportunities and challenges?
Do this, don’t do this: Don’t rely solely on the information provided by the company. Conduct your own research, network with industry contacts, and identify untapped potential.
Build Relationships with Key Stakeholders
Your success depends on your ability to build relationships. Identify key internal stakeholders in sales, marketing, and customer success. Understand their priorities and how you can support them.
Do this, don’t do this: Don’t just send an introductory email. Schedule one-on-one meetings to learn about their perspectives and build rapport.
Craft Your Elevator Pitch
You need a compelling elevator pitch. This is your concise and persuasive summary of what you do and why it matters. Practice it until it becomes second nature.
Do this, don’t do this: Don’t just recite a generic sales script. Tailor your pitch to the specific audience and their needs.
Set Initial Goals
Establish clear and measurable goals for your first 30 days. This will help you stay focused and track your progress. These goals should be learning-oriented, not solely focused on sales numbers.
Do this, don’t do this: Don’t set unrealistic expectations. Focus on building a solid foundation, not closing deals prematurely.
Day 31-60: Focus on Implementation and Process Refinement
Now it’s time to put your knowledge into action. Start actively engaging with prospects, refining your sales process, and identifying areas for improvement.
Start Prospecting Actively
Begin reaching out to potential customers. Utilize the leads provided by the company, but also proactively identify new opportunities through networking, research, and referrals.
Do this, don’t do this: Don’t just bombard prospects with generic emails. Personalize your outreach based on their specific needs and interests.
Refine Your Sales Process
Analyze your sales process and identify any bottlenecks or inefficiencies. Look for ways to streamline your workflow, improve communication, and enhance the customer experience.
Do this, don’t do this: Don’t be afraid to experiment with different approaches. Track your results and make adjustments as needed.
Qualify Leads Rigorously
Not all leads are created equal. Develop a clear set of criteria for qualifying leads based on their potential value and likelihood of conversion. Focus your efforts on the most promising prospects.
Do this, don’t do this: Don’t waste time pursuing leads that are unlikely to convert. Focus on building relationships with prospects who have a genuine need for your product or service.
Track Key Metrics
Monitor your progress against key performance indicators (KPIs). This will help you identify areas where you’re succeeding and areas where you need to improve. Common KPIs include lead generation, conversion rates, and average deal size.
Do this, don’t do this: Don’t just track the numbers blindly. Analyze the data to understand the underlying trends and drivers of your performance.
Solicit Feedback
Actively seek feedback from your manager, colleagues, and even customers. This will provide valuable insights into your strengths and weaknesses and help you improve your sales skills.
Do this, don’t do this: Don’t take criticism personally. Use it as an opportunity to learn and grow.
Day 61-90: Focus on Optimization and Closing Deals
By the end of your third month, you should be actively closing deals and making a significant contribution to the company’s revenue. Focus on optimizing your sales process, building strong customer relationships, and exceeding your targets.
Close Deals Consistently
Your primary focus should be on closing deals. Utilize your sales skills, product knowledge, and customer relationships to convert qualified leads into paying customers.
Do this, don’t do this: Don’t get discouraged by rejections. Learn from your mistakes and keep moving forward.
Optimize Your Sales Process Continuously
Continuously look for ways to improve your sales process. Identify any remaining bottlenecks or inefficiencies and implement solutions to streamline your workflow.
Do this, don’t do this: Don’t become complacent. Always be seeking ways to improve your performance and exceed your targets.
Build Strong Customer Relationships
Focus on building long-term relationships with your customers. Provide excellent customer service, be responsive to their needs, and go the extra mile to ensure their satisfaction.
Do this, don’t do this: Don’t treat customers as just a number. Build genuine connections and become a trusted advisor.
Exceed Your Targets
Strive to exceed your sales targets. This will demonstrate your commitment to success and help you advance your career.
Do this, don’t do this: Don’t sacrifice quality for quantity. Focus on closing profitable deals that benefit both the company and the customer.
Document Your Successes
Keep a record of your accomplishments and successes. This will be valuable for performance reviews, promotions, and future job applications.
Do this, don’t do this: Don’t just rely on your memory. Document your achievements with specific details and metrics.
What a hiring manager scans for in 15 seconds
Hiring managers want to see that you’ve thought about your first 90 days. They’re looking for signals that you’re proactive, strategic, and results-oriented.
- Clear goals: Do you have measurable objectives for each phase?
- Territory understanding: Have you analyzed your market and identified key opportunities?
- Relationship focus: Do you prioritize building relationships with stakeholders?
- Process improvement: Are you committed to optimizing your sales process?
- Metric tracking: Do you track key performance indicators to measure your progress?
- Customer focus: Do you prioritize building strong customer relationships?
- Achievement orientation: Do you strive to exceed your targets and deliver results?
The mistake that quietly kills candidates
Presenting a generic 30/60/90 day plan is a red flag. It shows a lack of preparation and understanding of the specific role and company. Hiring managers want to see that you’ve tailored your plan to their unique needs and challenges.
Use this resume bullet to show you understand the importance of a tailored plan:
“Developed and executed a tailored 30/60/90 day plan that aligned with the company’s strategic objectives and resulted in a 15% increase in lead generation within the first quarter.”
FAQ
What is a 30/60/90 day plan?
A 30/60/90 day plan is a strategic roadmap that outlines your goals and objectives for your first three months in a new role. It helps you stay focused, track your progress, and demonstrate your commitment to success.
Why is a 30/60/90 day plan important for an Outside Sales Representative?
As an Outside Sales Representative, you’re expected to hit the ground running and start generating revenue quickly. A 30/60/90 day plan helps you prioritize your activities, build relationships, and optimize your sales process to achieve your goals.
What should I include in my 30/60/90 day plan?
Your plan should include specific, measurable, achievable, relevant, and time-bound (SMART) goals for each phase. It should also outline the activities you’ll undertake to achieve those goals, such as product training, territory analysis, and stakeholder meetings.
How should I tailor my 30/60/90 day plan to the specific company and role?
Research the company’s strategic objectives, target market, and sales process. Identify the key challenges and opportunities facing the sales team. Align your plan with the company’s priorities and demonstrate your understanding of the role’s specific requirements.
What are some common mistakes to avoid when creating a 30/60/90 day plan?
Avoid setting unrealistic goals, creating a generic plan that doesn’t align with the company’s needs, and failing to track your progress. Also, don’t be afraid to ask for help and solicit feedback from your manager and colleagues.
How can I use my 30/60/90 day plan in an interview?
Use your plan as a framework for answering interview questions about your goals, priorities, and strategies for success. Highlight your accomplishments and demonstrate your commitment to delivering results. Be prepared to discuss your plan in detail and answer questions about your approach.
What metrics should I track in my 30/60/90 day plan?
Track key performance indicators (KPIs) such as lead generation, conversion rates, average deal size, and customer satisfaction. Monitor your progress against your goals and identify areas where you need to improve.
How often should I review and update my 30/60/90 day plan?
Review your plan weekly or bi-weekly to track your progress and make adjustments as needed. Be flexible and adapt your plan to changing circumstances and priorities.
What should I do if I’m not meeting my goals in my 30/60/90 day plan?
Analyze the reasons why you’re not meeting your goals. Identify any obstacles or challenges that are hindering your progress. Seek advice from your manager and colleagues and adjust your plan accordingly.
How can I use my 30/60/90 day plan to build relationships with stakeholders?
Use your plan as a conversation starter to engage with key stakeholders. Share your goals and objectives and ask for their input and support. Build genuine connections and demonstrate your commitment to collaboration.
What is a good example of a goal for the first 30 days?
A good goal for the first 30 days would be to complete product training and achieve a score of 90% or higher on the product knowledge assessment. This demonstrates your commitment to learning and mastering the product.
What is a good example of a goal for the first 60 days?
A good goal for the first 60 days would be to generate 50 qualified leads and schedule 10 meetings with potential customers. This demonstrates your ability to prospect effectively and build a pipeline of opportunities.
What is a good example of a goal for the first 90 days?
A good goal for the first 90 days would be to close three deals and generate $10,000 in revenue. This demonstrates your ability to convert leads into paying customers and contribute to the company’s bottom line.
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