Sales Coaching Plan Template (30-60-90)

A quarter-long roadmap, not a to-do list. Each block names one skill, one practice method, and one measurable outcome — so coaching compounds instead of repeating the same generic advice every month.

Plan overview

• Rep: [Name]
• Manager/coach: [Name]
• Plan period: [Start date] – [End date, ~90 days]
• Overall goal for the quarter: [1 sentence — the outcome this whole plan is building toward]
• Starting baseline: [current skill level, recent call scores, or quota attainment — the honest starting point]

Days 1–30

• Named skill focus: [e.g., "Quantifying pain in discovery calls"]
• Why this skill, now: [what's blocking them today — tie to a specific observed gap]
• Practice method:
• [e.g., Role-play the pain-quantification sequence 2x/week with manager]
• [e.g., Shadow 3 calls from [top performer] focused only on this skill]
• [e.g., Call review after every discovery call this month, scored on this skill only]
• Coaching cadence: [e.g., weekly 15-min focused review + standing 1:1]
• Measurable outcome by day 30: [e.g., "Score 4+ on pain-quantification criterion on discovery scorecard, on 3 consecutive calls"]
• Check-in date: [date]

Days 31–60

• Named skill focus: [e.g., "Multi-threading into economic buyer"]
• Why this skill, now: [builds on day-30 progress — what's the next real blocker]
• Practice method:
• [specific practice activity]
• [specific practice activity]
• [specific practice activity]
• Coaching cadence: [cadence]
• Measurable outcome by day 60: [specific, countable — e.g., "2+ contacts engaged per active deal, up from 1"]
• Check-in date: [date]

Days 61–90

• Named skill focus: [e.g., "Negotiating scope without discounting on price"]
• Why this skill, now: [what's the final gap standing between current performance and target]
• Practice method:
• [specific practice activity]
• [specific practice activity]
• [specific practice activity]
• Coaching cadence: [cadence]
• Measurable outcome by day 90: [specific, countable — e.g., "average discount given drops from 18% to under 10%"]
• Check-in date: [date]

End-of-quarter review

• Skills built: [list all three]
• Outcomes hit / missed: [honest assessment against each measurable outcome above]
• What carries into next quarter's plan: [skill, if any, that needs another cycle]
• Rep's own reflection on the quarter: