New Sales Leader 30-60-90 Day Plan Template

How to use this document

Fill in every bracketed field before you start. This is a working document — update it weekly, not once. Bring it to your first 1:1 with your own manager and agree the Day 30, 60, and 90 checkpoints before you begin.

My name: _______________________ Role / team: _______________________ Start date: _______________________ My manager: _______________________ Team size / structure: _______________________ Number one thing my manager needs to see improve by Day 90: _______________________

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Phase 1 — Days 1-30: Diagnose. Do not fix anything yet.

The only job in the first 30 days is to build an accurate picture. Sales leaders who fail in year one almost always fix something in week two that didn't need fixing, or break something that was quietly working.

1:1 Stakeholder Interviews (target: complete by Day 20)

Talk to every person on this list before you change a single process, comp plan, or territory.

Pipeline & Number Audit

• Pull last 4 quarters of pipeline creation, conversion, and win-rate by stage
• Identify which stage deals actually die at (not which stage they're logged as dying at)
• Check forecast accuracy: compare last 2 quarters' committed forecast to actual close
• Identify sandbagging or happy-ears patterns (deals stuck at 90% for 60+ days)
• Segment win rate by rep, by deal source, by competitor present

Win/Loss Review

• Read (don't just skim) the last 10 closed-won deal notes
• Read the last 10 closed-lost deal notes
• Listen to or read 5 call recordings/transcripts from each quartile of performer (top, middle, bottom)
• Note the single biggest recurring reason deals are lost: _______________________

Ride-Alongs / Live Observation

• Shadow or listen to at least 2 calls per rep (minimum)
• Note skill gaps repeated across 3+ reps — these are team-level gaps, not individual ones: _______________________

Systems & Tools Audit

• CRM hygiene: is pipeline data trustworthy or theater?
• Comp plan: does it reward the behavior you actually want?
• Territory/account assignment: any obvious imbalance?
• Enablement/onboarding materials: current or abandoned?

Day 30 Red-Flag Log

Anything found that needs your manager's sign-off before you touch it (comp, headcount, territory, a person):

Day 30 Checkpoint — share with your manager

• Three things working better than expected: 1. ___ 2. ___ 3. ___
• Three things that are broken: 1. ___ 2. ___ 3. ___
• The one number that will move first if I'm doing my job right: ___

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Phase 2 — Days 31-60: Quick wins + start the rebuild

Quick wins buy credibility. Pick wins that are visible, fast, and don't require permission you don't have yet.

Quick-Win Selection Criteria

A candidate quick win must be:

• Fixable without new budget or headcount
• Visible to the team within 2 weeks
• Tied to a metric someone already tracks

My 2-3 Quick Wins

Coaching Rhythm — stand this up now

• Weekly 1:1 cadence set with every rep (fixed day/time, not "as needed")
• Call-review rhythm set (minimum: 1 recorded call per rep per week reviewed together)
• Pipeline review cadence set (weekly, deal-by-deal, not just stage totals)

Rebuild-in-Progress List

Bigger fixes identified in diagnosis that take longer than 2 weeks — start now, land in Phase 3.

Day 60 Checkpoint

• Quick wins landed: ___ / ___
• Team's read on me right now (ask directly): ___
• What I'd do differently in Phase 1 if I could redo it: ___

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Phase 3 — Days 61-90: Own the number, land the rebuild

Forecast Ownership

• I have submitted my first forecast I stand behind, not one I inherited
• Forecast methodology documented (what "commit" vs "best case" means on this team)

Structural Decisions (land these by Day 90)

Day 90 Scorecard

The One-Page Summary for Your Manager

• What I found in Phase 1: ___
• What I fixed in Phase 2: ___
• What I own going forward and how you'll know it's working: ___
• What I still need from you: ___