Understanding the 30-60-90 Plan
A 30-60-90 plan is a powerful tool for mapping out the first three months of a sales manager’s role. It is a strategic document that lays out the goals, plans, and strategies for the first 30, 60, and 90 days of the job. It is broken down into three phases, each with its specific objectives:
- First 30 days: This is the learning phase. The new sales manager focuses on understanding the company, its products or services, the sales process, the team, and the current sales strategies.
- Next 30 days (31-60): This is the planning phase. The sales manager uses the insights gained in the first 30 days to develop a detailed sales plan. They identify areas of improvement, set new sales targets, and start implementing new strategies.
- Final 30 days (61-90): This is the execution phase. The sales manager begins to execute the plan developed in the second phase, monitor progress, and make adjustments as necessary.
How a 30-60-90 Plan Can Help Achieve Sales Targets
A well-structured 30-60-90 plan can greatly enhance a sales manager’s ability to achieve their sales targets in several ways:
- Provides a clear roadmap: The 30-60-90 plan provides a step-by-step guide to what needs to be done to reach the sales targets. It helps the sales manager stay organized and focused on the most important tasks.
- Enhances understanding of the sales process: By spending the first 30 days gaining a deep understanding of the sales process, the sales manager can identify bottlenecks and areas of improvement, which can be addressed in the sales plan.
- Facilitates strategic planning: The second phase allows the sales manager to use the insights gained in the first phase to develop a strategic sales plan. This plan will be tailored to the company’s unique needs and circumstances, increasing its chances of success.
- Ensures effective execution: The final phase of the plan is all about execution. With a clear plan in place and a deep understanding of the sales process, the sales manager can effectively implement the plan and monitor its progress.
In conclusion, a 30-60-90 plan serves as a detailed roadmap for a sales manager’s first three months. It helps them understand the sales process, develop a strategic sales plan, and execute this plan effectively. This results in a more organized and strategic approach to achieving sales targets.
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