Make a Great Impression with the 30-60-90 Day Plan
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.
One of the leading medical sales recruiters in the country, Peggy McKee, encourages all of her candidates to create this kind of document for the job interview and learn how to present it. It always sets them apart from other jobseekers, and the ones who have done it usually see tremendous results. What makes it so important? Why does it make such a huge difference?
1. It shows ambition. You are already doing something that’s not required, but that would be helpful. It gives the company and its managers a good idea of what they will be getting if they hire you—a 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 one shows you are thinking and planning ahead, and know how to complete projects on time. Putting out this much effort for the job interview alone, let’s them easily see you as a high-performer.
3. It shows your written skills. That’s critical. It shows your written communication skills, your ability to put a persuasive document together. It shows that you know how to impress.
4. It shows that you’ve done your preparation. You took the time to research the company. When you can list specific things relating to the company in your 30/60/90 day plan (types of clients, types or even names of competitors, leading 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 you know a lot about the duties and responsibilities of the position. You are writing down your plans for what you will accomplish 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.
After the interview, if you send your revised 30/60/90 day sales plan 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.
