A 30-60-90 day sales plan is a written document outlining what you will do as an employee within the first 3 months of your employment. It’s broken up into sections: the first 30 days usually includes training, as well as getting to know the company and customers; the next 30 days are more focused on getting out on your own and into the swing of things; and the last 30 days are often more about branching out and bringing in new business.
Peggy McKee [she's known as the medical sales recruiter and is one of the nation's leading medical sales recruiters] encourages all of her candidates to create a 30/60/90 day sales plan and learn how to present it. It definitely sets them apart from other candidates, and the ones who have done it usually see tremendous results. But why is this so important? Why does it make such a significant difference?
1. It shows gumption. You are already doing something that’s not required, but that would be helpful. It gives hiring managers a clear idea of what they can look forward to if they hire you—an outstanding, take-charge, thoughtful, focused employee.
2. It shows foresight. A 30/60/90 day sales plan can’t be done at the last minute. Creating the plan for you interview shows you are thinking and planning ahead, and can complete projects on time. If you’ll do that for the interview, it’s a good bet for them that you’ll do that in the job.
3. It shows your written skills. That’s imperative. It shows your written communication skills, your Word Document skills, and your ability to put across a cohesive mesage. It shows that you know how to impress.
4. It illustrates that you are prepared. You took the time to get to know the company. When you can name specific things relating to the organization in your 30/60/90 day plan (types of clients, types or even names of competitors, top products, CRM systems, what their initiatives are or what their credo is) it presents you as a very desirable candidate who is interested in THIS job, not just A job .
5. It illustrates that you know a lot about the job. You’re already writing down what you will do in the first 3 months. You know what’s going on, and what you’re getting into.
6. When you present a 30 60 90 day sales plan correctly during the interview, it shows that you can control a client-customer interaction or a presentation, that you can effectively communicate the points you want to make, and that you can gather information because hopefully you’re asking questions as you present it.
Then, if you send your revised 30/60/90 day sales plan along with your thank you note after the interview containing the changes that the manager has suggested during your presentation, it shows follow-up–along with focus, presentation, communication, and all those qualities that make a wonderful employee…and THAT’S how you get the job offer.
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