Every day when I log in to LinkedIn, I come across at least 1 post or on some days 3 to 4 posts where some or the other salesperson announces a change of Job. It seems like the job market for B2B salespeople has become really hot. Changing a job is a big move in a salesperson’s career. Changing jobs means a good hike in your salary and good career prospect. However, it also involves letting go of your old day-to-day relationships, and your functional knowledge of the product and services you sell. No one can argue that if you are changing your job, then you would definitely want to be more successful in your new venture than you were in your earlier assignment.
I believe having a solid 30-60-90 day plan is the first step to doing it.
So, I thought why not write a blog? This will hopefully help you prepare for your new job. And the one thing that is for sure is …
“Your success is always predetermined by your preparation”
What is a 30-60-90 day plan?
The 30-60-90 day plan is a three-month strategy for successfully training new sales team members for selling in new territories.
A good 30-60-90 day plan should clearly lay out all the actions and goals that will help salespeople get to know their new company, its product and services, their territory, and how to best reach their maximum level of productivity.
With a robust 30-60-90 day sales plan, organizations are much more likely to make the most of new territories, reps, and managers.
This three-month plan is also a great tool for salespeople who want to make a strong impression in their interview for a new position—showing up with a plan demonstrates your sales knowledge and helps you stand out from other candidates. Plus, it gives managers and reps a realistic view of how successful a new hire or territory will be in the long run.
Why Do You Need a 30-60- 90 Day Plan?
1. It is an evidence of your entrepreneurial mindset
If you’re someone who’s creating a 30-60-90 day plan, it clearly indicates that you are someone who takes their job seriously. You probably have an entrepreneurial mindset. Because, if you’re an entrepreneur, you don’t just up and start your venture. You thoroughly plan. You think through how you’re going to go about your venture. If you’re making something like a 30-60-90 day plan, it clearly shows that you have that kind of mindset because you prioritize planning over execution.
2. Your colleagues trust you.
The second importance of a 30-60-90 day plan is that it helps you gain the trust of your colleagues and your team members. In the corporate world, most of the time your success is interlinked with the success of your colleagues. If you’re successful, maybe your colleague will be successful as well. If you’re successful, your manager will definitely be successful.
So, the 30-60-90 day plan in a way helps you gain the respect and trust of your colleagues and supervisors. They start looking at you as someone who truly cares about the success of the entire team.
3. Keeps you from burning out
When you take up a new job, there is a high chance of you getting burned out because you’re trying to figure things out, you are adjusting to a new work environment, you are trying to make a place for yourself in the new organization, and you are working long hours. It is true that you need to give more than your 100 percent, you need to put in a lot of effort to try and make a position for yourself in the organization. At the same time, it is also true that you should not completely burn yourself out by putting too much burden on yourself.
Having a 30-60-90 plan gives you a direction. It gives you an understanding of the kind of effort you need to put in to become successful in that company. It keeps you away from working just for the heck of it. A good 30-60-90 day plan gives a structure to your work and helps you to be more efficient at your job.
The Expected Outcome of a 30-60-90 Day Plan:
I’m a big believer of the book, ‘Seven Habits of Highly Effective People’ by Stephen Covey.
In the book, Stephen Covey has mentioned seven principles that Highly Effective People follow. Among these seven habits, there is habit number three which is “Always keep the end in my mind.”
And that is why I think that even while formulating a 30-60-90 day plan, we must do so by keeping the end in mind. So I did a little thinking and came to the conclusion that there are 10 possible outcomes of the 30-60-90 day plan. And out of these 10 outcomes, 8 are non-negotiable and 2 are negotiable, because let’s face it, not everything is under the control of a salesperson at all times. Many times a salesperson has to depend on the market and other external factors to achieve the desired outcome.
That’s why, I have created a list of ten possible outcomes for a good 30-60-90 day plan, which I have listed below:
1. Stand and Deliver customer presentations, and customer success stories to the manager. (Non-Negotiable)
2. Role Play of customer call to the manager. (Non-Negotiable)
3. Role play with the manager of delivering a Sales pitch over the phone to secure an appointment (Non-Negotiable)
4. Craft compelling emails to secure an appointment with clients. (Non-Negotiable)
5. Create a territory sales plan and deliver it to the manager (Non-Negotiable)
6. The salesperson should be able to make independent calls and solution presentations (Non-negotiable)
7. The salesperson should get complete control of existing funnel opportunities (Non-negotiable)
8. The salesperson must have networked with relevant people within the organization to have an understanding of the organization’s internal process (Non-negotiable)
9. Have a 2X qualified funnel to achieve next quarter’s sales quota ( Negotiable)
10. Must have completed 12 unique customer meetings ( Negotiable )
Many organizations have a formal training program for their new sales hires which helps salespeople to complete above outcomes. For a salesperson to execute a successful 30-60-90 day plan, he should definitely have his organization backing him up. Chances of delivering outcomes 1 to 6 can be significantly high if they are part of their organization’s formal sales training program.
If salespeople deliver the above outcomes in front of their manager, then that is a clear indication that he is a good hire and the chances of him being successful in that new organization becomes much higher.
That is all that there is about creating a 30-60-90 day plan for your success in a new organization. Shifting from one organization to another or changing careers can be quite taxing. At times it can be stressful for you mainly because you are going to step into a whole new work area. However, making sure that you are prepared for the change is going to make the transition a bit easier on you. Stick to the plan, focus on learning, trust the process and keep giving your best.
Thank you for reading this blog till the very end. If you have any questions do let me know. I am always happy to help.
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