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30-60-90 Day Sales Plan Template
A free 30-60-90 day sales plan for new account executives, SDRs and sales managers. It sets ramp goals for product learning, prospecting, pipeline and quota, so rep and manager agree on what good looks like.
- Ramp, pipeline and quota goals
- For SDRs, AEs and sales managers
- Word, PDF or Google Docs
Build your 30-60-90 day plan
Pick a plan type, add the basics and edit the goals for each phase. The plan below updates as you type.
Text in [square brackets] is a placeholder. Replace it with your own detail.
Company and support needed (optional)
What is a 30-60-90 day sales plan? A 30-60-90 day sales plan is a ramp plan for a new salesperson. The first 30 days cover product, customers and the sales process, days 31 to 60 cover prospecting and building pipeline, and days 61 to 90 cover closing deals and reaching an agreed share of quota.
30-60-90 day sales plan: preview and edit
This is the Sales 30-60-90 day plan. Edit the form above to change it, and replace any text in [square brackets] with your own detail.
30-60-90 Day Plan
| Name | [Employee name] |
|---|---|
| Role | [Job title] |
| Manager | [Manager name] |
| Company | [Company name] |
| Start date | [Start date] |
Main goal by day 90: Build a healthy pipeline and close the first deals, reaching [X]% of quota by day 90.
Days 1 to 30: Learn
Focus: product, customers and the sales process
Goals
- Learn the product, pricing and main competitors
- Learn the ideal customer profile and buyer personas
- Set up the CRM and learn the sales process
- Shadow [10] calls and demos with teammates
- Build a list of [100] target accounts
How success is measured
- Product certification passed
- [10] calls shadowed
- Target account list built
Day 30 check-in: [date] with [Manager name]
Days 31 to 60: Ramp
Focus: start selling with support
Goals
- Start outbound prospecting: [X] calls and emails per week
- Run my own discovery calls and demos
- Build a pipeline worth [amount]
- Review calls with my manager each week
How success is measured
- [X] meetings booked
- Pipeline of [amount]
- CRM updated daily
Day 60 check-in: [date] with [Manager name]
Days 61 to 90: Perform
Focus: run a full pipeline and hit early targets
Goals
- Manage a full pipeline end to end
- Close the first [X] deals
- Reach [X]% of quota
- Share what is working with the team
- Set a territory plan for the next quarter
How success is measured
- [X] deals closed
- [X]% of quota reached
- Pipeline at [3x] quota
Day 90 check-in: [date] with [Manager name]
Support needed
- Sales enablement material and call recordings
- CRM and sales tool access
- Weekly pipeline review with my manager
Employee: ______________________ Date: ____________
Manager: ______________________ Date: ____________
Your plan is ready. Use Download Word, Download PDF or Copy for Google Docs above any time. Want to see how Peoplebox turns this plan into tracked goals, 1:1s and check-ins?
What to include in a 30-60-90 day sales plan
A new rep’s first quarter is mostly onboarding, and Gallup reports that only 12% of U.S. employees say their company does a good job of onboarding. A written 30-60-90 day plan for sales gives the rep and manager the same targets from day one.
| Section | What to write |
|---|---|
| Product and market | Product, pricing, competitors, ideal customer profile and personas. |
| Process and tools | CRM, sales stages, qualification method and handoffs. |
| Activity goals | Calls, emails and meetings booked per week. |
| Pipeline goals | Pipeline value or number of qualified opportunities. |
| Revenue goals | Deals closed and share of quota by day 90. |
| Coaching | Call reviews and pipeline reviews with the manager. |
Sales ramp metrics by phase
| Phase | Common measures |
|---|---|
| Days 1 to 30 | Certification passed, calls shadowed, account list built |
| Days 31 to 60 | Meetings booked, discovery calls run, pipeline created |
| Days 61 to 90 | Deals closed, share of quota, pipeline coverage |
Targets in a 30-60-90 day plan for sales depend on deal size and sales cycle. A rep with a two-week cycle can close deals in the first 60 days, while an enterprise rep may only build pipeline by day 90. Set targets from what past reps in the same role reached.
30-60-90 day business plan for sales managers
A new sales manager should meet each rep, sit in on calls and review the pipeline in the first 30 days. By day 60, set a forecast routine, coaching plan and territory changes if needed. By day 90, report on the team’s forecast accuracy, win rate and quota progress.
Tips for a 30-60-90 day plan for sales
- Use numbers in every phase, even estimates in brackets to agree on later.
- Count leading measures such as meetings booked, not only revenue.
- Review calls every week in the first 60 days.
- Agree on what happens if targets are missed before the plan starts.
Track the plan after day 90
Peoplebox brings goals, 1:1s and check-ins into one place, so the 30-60-90 day plan flows into regular performance reviews.
Related guides
- OKR examples for sales teams
Turn the day 90 targets into team OKRs.
- SMART goals examples
Make each ramp goal specific and measurable.
- One-on-one meetings guide
Run weekly coaching 1:1s with new reps.
- Development goals examples
Skills goals for after the ramp.
30-60-90 day sales plan FAQs
What is a 30-60-90 day sales plan?
It is a ramp plan for a new salesperson that sets learning goals for the first 30 days, prospecting and pipeline goals for days 31 to 60, and closing and quota goals for days 61 to 90.
What metrics go in a 30-60-90 day sales plan?
Common ones are product certification, calls shadowed, outreach per week, meetings booked, pipeline value, deals closed and share of quota.
Should a new sales rep have a quota in the first 90 days?
Most teams use a ramped quota, such as a share of full quota in month three, based on the length of the sales cycle.
How do I present a 30-60-90 day sales plan in an interview?
Keep it to one page, show you understand the product and customer, and give clear activity and pipeline numbers for each phase.
Is this 30-60-90 day plan template free?
Yes. You can build and edit the plan on this page for free. To download it in Word or PDF, or copy it for Google Docs, you share your name, work email and phone number once. After that, every HR Toolkit download stays unlocked in your browser.
Can I edit the plan in Word or Google Docs?
Yes. The Word file opens in Microsoft Word and can be uploaded to Google Docs. You can also use Copy for Google Docs and paste into a new document with the formatting kept.
Is the information I type stored?
No. The plan is built in your browser and what you type is not sent anywhere. Only the name, work email and phone number in the download form are shared with Peoplebox.
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