An Introduction to 30-60-90-Day B2B Sales Plans

To identify leaders within their sales teams, many B2B companies ask sales reps to create a 30-60-90-day sales plan. Some sales reps are more convincing and effective at closing sales than others. These leaders stand out from their counterparts by leading their B2B company down the path to success. To find these leaders, however, B2B companies often ask for a 30-60-90-day sales plan.

What Is a 30-60-90-Day Sales Plan?

A 30-60-90-day sales plan is a strategy for growing a B2B company's over three separate periods: 30 days, 60 days and 90 days. It lays out the processes that a B2B company can implement to grow its sales revenue over the course of these periods. When creating a 30-60-90-day sales plan, sales reps must explain what they will do to increase their B2B company's sales revenue in 30 days, 60 days and 90 days.

Why B2B Companies Use 30-60-90-Day Sales Plans

B2B companies use 30-60-90-day sales plans for several reasons, one of which is to identify leaders within their sales teams. It sparks innovation by forcing sales reps to think about the future. Many sales reps work in the moment. They focus entirely on generating sales now rather than thinking about the future. When they create a 30-60-90-day sales plan, however, sales reps must consider how they will grow their B2B company's sales revenue over 30-, 60- and 90-day periods.

Tips on How to Create a 30-60-90-Day Sales Plan

If you're a sales rep, you follow the format provided by your employer or manager. B2B companies typically ask sales reps to use a specific format when creating a 30-60-90-day sales plan. Since 30-60-90-day sales plans are used for evaluation purposes, you should follow the format specified by your employer or manager.

Your 30-60-90-day sales plan should revolve around goals. After all, it's designed to map out your plan for growing sales revenue. The 30-day period should focus on short-term goals, whereas the 60-day and 90-day periods should focus on longer-length goals.

Keep in mind that 30-60-90-day sales plans should include both individual and team goals. During the first 30 days, for example, you may want to set an individual goal of familiarizing yourself with your B2B company's customer relationship management (CRM) software. A goal for 90 days, on the other hand, may consist of closing a specific number of sales. Regardless, you should include both individual and team goals in your 30-60-90-day sales plan.