30-60-90 Day Sales Plan: What to Include & How to Use It

Starting a new sales job feels a lot like stepping onto a moving train.. You’re excited to be on board, but everything’s moving fast, and you’re just trying not to trip. Between product training, meeting your new team, chasing early targets, and getting buried in CRM updates, those first 90 days can feel like a whirlwind.

Here’s the thing: McKinsey found that companies that cut down on admin and non-selling work free up about 20% more sales capacity. Imagine what you could do with that extra time in your week; more calls, more demos, more deals. 

That’s exactly what a 30-60-90 day sales plan helps you unlock. It gives you a simple roadmap for your first three months so you can focus on what actually matters: learning fast, executing with confidence, and building early wins.

In this guide, you’ll learn how to create a 30-60-90 day plan that helps you ramp faster, stay focused, and hit your stride early.

What Is a 30-60-90 Day Sales Plan?

A 30-60-90 day sales plan is a structured roadmap that breaks your first three months in a sales role into clear phases: 30 days to learn, 60 days to execute, and 90 days to optimize. It helps sales professionals ramp faster, set clear goals, and build momentum in a new role, new sales territory, or company.

• First 30 days: Learn – absorb product knowledge, understand your ideal customer, and get comfortable with the tools.
  
• Next 30 days (31–60): Execute – start prospecting, running demos, and applying what you’ve learned.
  
• Final 30 days (61–90): Optimize – close early deals, refine your approach, and start hitting targets consistently.

Purpose of the Plan

Think of it as your safety net. Instead of showing up and “winging it,” you’ve got a structure that keeps you moving forward. A 30-60-90 plan helps you:

• Build confidence faster
• Align with your manager’s and hiring manager’s expectations
• Prove your value early
• Stay focused on activities that actually drive the pipeline

When to Use It?

A 30-60-90 day plan isn’t just for new hires. It’s useful anytime you’re facing new challenges. For example:

• Starting a fresh sales role – You need to learn fast, build relationships, and start delivering results quickly.
• After a promotion – If you’ve just moved into a leadership role, this plan helps you shift from “doing the work” to coaching and strategy.
• Covering a new territory – Breaking into a new market takes research, structured outreach, and patience. A phased plan keeps you on track.
• Launching a new product line – When you’re the first to sell something new, you need a framework to test messaging and gather feedback.
• During a new job interview – Sharing a 30-60-90 day plan demonstrates initiative and strategic planning, often setting candidates apart from others.

Simply put, if you’re in a situation where the learning curve feels steep, whether in a new role or the interview process, a 30-60-90 plan turns the chaos into clear steps.

Who Should Use It?

This framework is versatile. It adapts to almost every sales role:

• New sales reps & SDRs – Use it to ramp quickly, book more meetings, and hit quota sooner.
  
• Territory managers – Structure your market entry with clear research, prospecting, and relationship-building milestones.
  
• Sales managers – Go beyond personal productivity. Use the plan to align team goals, track progress, and coach effectively.

If you’re in sales and starting fresh, a 30-60-90 day plan is the smartest way to set yourself up for success.

What to Include in a 30-60-90 Day Sales Plan?

A good plan is more than just three boxes on a slide deck. To make it work, you need to think about sales goals, actions, performance metrics, and the support system that keeps you accountable. Here’s what you should include in yours:

1. Clear Objectives (Learning, Executing, Optimizing)

Every phase of the plan should have specific goals. The easiest way to approach setting goals is to follow the Learn → Execute → Optimize model:

• 30 days (Learn): Focus on product knowledge, buyer personas, and understanding the sales process.
  
• 60 days (Execute): Apply what you’ve learned—prospecting, running demos, and building a pipeline.
  
• 90 days (Optimize): Refine your approach, close early deals, and double down on what’s working.

Think SMART goals (Specific, Measurable, Achievable, Relevant, Time-bound) so you can measure both business targets and personal goals, not just effort.

2. Actionable Steps by Phase

Vague goals won’t help. You need concrete, actionable steps. Here’s how you can structure your plan:

• 30 days: Attend 5 product demos, shadow 3 top reps, build a list of 50 priority accounts.
  
• 60 days: Book 10 discovery calls, deliver 3 live demos yourself, personalize outreach for top-tier key accounts.
  
• 90 days: Close your first 2–3 deals, present your pipeline to leadership, and document learnings for continuous improvement.

By breaking your plan into clear, bite-sized actions, you turn overwhelming 90-day goals into daily steps that actually move you closer to hitting quota.

3. Key Metrics and KPIs to Track

What you measure depends on your role, but here are common KPIs that fit into most sales plans:

• Activity metrics: number of cold calls, emails, LinkedIn touches, or follow up actions per week.
  
• Pipeline metrics: number of discovery calls booked, demos run, or opportunities created.
  
• Revenue metrics: deals closed, ARR added, quota attainment percentage.

Tracking these ensures your plan isn’t just about being “busy”—it’s about being effective.

4. Team Collaboration & Reporting Cadence

Sales is never a solo act. To succeed, you need to sync regularly with your peers, manager, and RevOps. A solid plan should outline:

• Weekly stand-ups with your manager to review wins, challenges, and next steps.
  
• Cross-team touchpoints with marketing, customer success, and other key stakeholders for smoother hand-offs.
  
• CRM logging habits so your activity is transparent and measurable.

5. Tools & Tech Stack Familiarization

Your tech stack can make or break your productivity. In the first 30 days, especially, carve out time to learn tools like:

• CRM: Salesforce, HubSpot
  
• Prospecting tools: ZoomInfo, Apollo
  
• Outreach platforms: Outreach, Salesloft
  
• Conversation intelligence: Gong, Chorus

The earlier you get comfortable with these tools, the more productive you’ll be when it’s time to execute.

How to Structure a 30-60-90 Day Sales Plan?

The beauty of this framework is that it doesn’t have to be complex. It’s really about breaking down the overwhelming “first 90 days” into three simple phases: learn, execute, optimize. What makes it powerful is the clarity it gives you. Here’s a step-by-step process for you to follow. 

The First 30 Days – Learn and Observe

Goals:

• Get deep into product knowledge, ICP, buyer personas, and the company’s mission
• Build strong relationships with your sales team and manager
• Understand the sales process, tools, and reporting

Actions:

• Attend every onboarding process session and product training you can in your first week
• Shadow at least 5 top reps on live calls/demos. Take notes on how they handle objections
• Review past wins and losses in your CRM to see patterns in customer behavior
• Create a personal knowledge base (FAQs, common objections, competitor comparisons)

The Next 30 Days (Days 31–60) – Execute and Engage

Goals:

• Start prospecting and booking meetings
• Put product knowledge into practice with real prospects
• Test different scripts, emails, and approaches to see what resonates

Actions:

• Make 10–15 prospecting calls daily (adjust based on your role/territory) and track results
• Book 8–10 discovery calls to practice your pitch and gather feedback
• Run your own demos (even small ones) to build comfort presenting
• Share what’s working and not working with your manager—get feedback early

The Final 30 Days (Days 61–90) – Optimize and Expand

Goals:

• Start hitting early revenue targets
• Refine your sales process based on real-world outcomes
• Position yourself as a valuable, consistent contributor

Actions:

• Close your first 2–3 deals and showcase early wins to leadership
• Analyze what worked: which scripts converted, which ICP segments responded best
• Create a personal “playbook” for your approach so you can scale efforts
• Present your pipeline status and lessons learned to your manager—show strategic thinking

Why this phase is critical: Delivering early wins (even small ones), sharing what works, and showing adaptability not only moves your deals forward—it helps you get noticed as someone who ramps quickly and drives results.

Why Is a 30-60-90 Day Plan Critical in Sales?

A lot of sales pros underestimate the first 90 days. They think it’s just about “settling in.” But in reality, those first three months set the tone for how the rest of your year and sometimes your career will play out. Here’s why this plan isn’t just nice to have, but absolutely critical.

Sets Expectations and Builds Accountability

Without a framework, you risk misalignment. A clear plan shows your manager exactly what you’re working on, how you’re pacing, and when you’ll start producing results. This isn’t about micromanagement, it’s about building trust early. When you and your manager are on the same page, it’s easier to get support, feedback, and coaching where you need it.

Enables Faster Onboarding and Territory Familiarization

A 30-60-90 plan streamlines onboarding by giving new reps clear milestones like what to learn, which accounts to prioritise, and how to approach prospects. This structure builds confidence, reduces overwhelm, and accelerates familiarity with their territory.

Demonstrates Strategic Thinking to Leadership

Managers are constantly evaluating which salespeople on their team are going to become top performers. According to McKinsey, top-performing sales organizations deliver 2.6x higher ROI than their peers because their reps spend time on the right activities, not just “more activities.”

By focusing your first 90 days on the right mix of learning, execution, and optimization, you’re already positioning yourself in that top-performer category.

30-60-90 Day Sales Plan for Managers: Key Differences

When you move into a new sales manager role, your priorities shift. It’s less about your pipeline and more about how effectively you can guide and scale your team’s performance. Here’s how a manager’s 30-60-90 plan looks compared to a rep’s:

Common Mistakes to Avoid in Your 30-60-90 Day Sales Plan

Even the best plans can fall flat if you overlook a few common pitfalls. Here are mistakes to watch out for and how to avoid them:

1. Treating It Like a Static Document

A 30-60-90 plan should be a living, breathing framework. If you write it once and never revisit it, you’ll miss opportunities to adjust based on what’s actually working.

Fix: Review your plan every two weeks and tweak goals or tasks as needed.

2. Using Generic Industry Jargon

Saying “increase sales efficiency” means nothing if you can’t tie it to a real action plan.

Fix: Swap vague phrases for specific, measurable goals like “book 10 discovery calls by Day 60.”

3. Overloading the First 30 Days

Trying to “do it all” right out of the gate usually leads to burnout. The first month is for learning and setting foundations, not hitting quota.

Fix: Focus on training, shadowing, and building a strong account list before diving into heavy prospecting.

4. Ignoring the Cultural Onboarding

Sales is all about fitting into how the team and company work. If you skip relationship-building, you’ll struggle to get internal buy-in later.

Fix: Schedule time to connect with peers, marketing, and customer success early on.

5. Measuring Progress Only by Revenue

Revenue takes time to build. If you only measure success by deals closed, you’ll miss all the progress that happens before the sale.

Fix: Track activity and pipeline KPIs (calls, demos, opportunities) alongside revenue metrics.

Final Thoughts

Your first 90 days in sales can feel like a blur. New tools, new targets, new expectations, it’s easy to get overwhelmed. But with a structured 30-60-90 day plan, you’re not just “figuring it out as you go”, you’re following a roadmap that gives you clarity, confidence, and control.

The magic of this plan lies in its simplicity and adaptability. Start with learning, build momentum through execution, and finish by optimizing what works best for you and your market so you can truly hit the ground running.

One thing that really accelerates ramp-up is knowing exactly how your performance ties back to your compensation. That’s where platforms like Everstage help. 

By giving you real-time visibility into quota attainment, earnings, and incentive tracking, Everstage makes sure you stay motivated and aligned with your plan.

Want to see how Everstage can support your first 90 days (and beyond)? Book a demo now!