30-60-90 Day Sales Plan Template
The fill-in-the-blank plan new reps complete and hand their manager in week one, laying out exactly how they'll ramp from learning to contributing to owning full quota by day 90.
What's inside
- Header fields (role, territory, manager, start date)
- Phase 1: Days 1-30 Learn & Absorb goal table
- Phase 2: Days 31-60 Build & Contribute goal table
- Phase 3: Days 61-90 Execute & Own goal table
- Key relationships to build tracker
- Manager check-in cadence table
- Self-reflection prompts at day 30/60/90
- Sign-off section
Name: _______________________ Role: _______________________ Manager: _______________________ Start date: _______________________ Territory / patch / segment: _______________________
Fill in every blank before your first 1:1 with your manager. Vague goals ("do well") don't survive contact with day 30 — make every goal measurable.
Phase 1 — Days 1–30: Learn & Absorb
Goal of this phase: understand the product, the customer, the process, and the people — not to generate pipeline yet.
| Learning goal | Success metric | Target date |
|---|---|---|
| Complete product/platform onboarding | Pass Module 1–3 of Product Knowledge Quiz Bank | |
| Learn our qualification methodology | Score "meets bar" in first role-play | |
| Understand our ICP and top 3 use cases | Can explain unprompted in team meeting | |
| Shadow tenured reps | ___ shadow sessions completed | |
| Learn CRM and pipeline hygiene standards | Zero missing required fields on test opportunities |
Key relationships to build in the first 30 days:
| Name | Role | Why this relationship matters |
|---|---|---|
| Buddy/mentor | ||
| Sales engineer / SME | ||
| Customer success lead | ||
| Marketing/demand-gen contact |
Certifications to complete this phase: _______________________
Phase 2 — Days 31–60: Build & Contribute
Goal of this phase: pass certification, run supervised calls, and start building your own pipeline.
| Goal | Target | Actual |
|---|---|---|
| Certification exam passed | Pass by day ___ | |
| Prospecting activity per week (calls / emails / social touches) | ___ / week | |
| Meetings booked per week | ___ / week | |
| Supervised solo calls completed | ___ calls | |
| Skill-development focus (tie to one methodology stage, e.g. economic-buyer confirmation) |
Shadow-to-solo transition milestone: by day ____, I will run a call fully solo with my manager/buddy observing silently and debriefing after.
Phase 3 — Days 61–90: Execute & Own
Goal of this phase: full pipeline ownership and measurable contribution toward quota.
| KPI | Target | Actual |
|---|---|---|
| Self-sourced pipeline generated ($) | ||
| Number of qualified opportunities created | ||
| Meetings held | ||
| Proposals / quotes sent | ||
| First deal closed (target date) | ||
| % of quota carried this phase |
Manager check-in cadence
| Phase | Frequency | What we'll review |
|---|---|---|
| Days 1–30 | Weekly, 30 min | Learning-goal progress, blockers |
| Days 31–60 | Weekly, 30 min | Certification, activity volume, first calls |
| Days 61–90 | Bi-weekly, 30 min | Pipeline generated, quota ramp, deal reviews |
Self-reflection prompts
Day 30: What's the one thing about this role that's harder than I expected? What do I need more support on?
Day 60: Where am I ahead of this plan, and where am I behind? What's the root cause of the gap, if any?
Day 90: What would I tell a new hire starting this role today that I wish someone had told me?
Sign-off
Rep signature: _______________________ Date: _______________________ Manager signature: _______________________ Date: _______________________
How to use it
New hire fills this out in draft form during week one, reviews it with their manager to set realistic targets, then both sign it and use it as the agenda for every 1:1 through day 90.