If you are a sales professional or want to become one, or if you are looking for a new sales job, you will face one of the toughest interview processes of any job seeker.
I got a thank you note recently from a candidate who just landed a job in a top clinical research corporation. She thanked me for my blog articles and YouTube vids that were informative and helpful, but she said that what really “sealed the deal” was her 30-60-90-day sales plan.
What is a 30-60-90 day plan? And how do you use it to get a position in clinical sales, pharmaceutical sales, clinical diagnostics sales, health care sales, imaging revenue, laboratory device sales, laboratory sales, pharmaceutical revenue or biotechnology sales? Why does it help?
A 30-60-90-day plan is an outline for what you will do when you start the position. Essentially, you spell out for your future employer, in as little or as much detail as necessary, how you will spend your time. To do that, you need to do some research on the company so that you know what you’re talking about…a search on Google, LinkedIn, or the company’s own web site can provide you with the information you need. (It’s always attractive to a hiring manager if you can show that you’ve done your homework before the interview.)
The basics:
The first Thirty days of your plan is usually focused on training–learning the company systems, products, and customers.
The next 30 days (the 60-day part) are focused on more field time, less training, more customer introduction, and reviews of customer satisfaction.
The last 30 days (the 90-day part) are the “getting settled” part. You’ve had the training, you’ve met the customers, and now you can focus on revenue!
The more specific you can be in the details, the better off you are. (That’s why you research the company, not just the job!) This kind of analysis of the career opportunity not only sets you apart from other job seekers… it also makes you a better performer on the position. It means you’ve put some thought into what it takes to be successful. Once you’ve written down your goals, they become much easier to attain.
30-60-90-day sales plans don’t have to be elaborate–just having it written down at all will get you noticed. But I’ve got to say, I saw the one this candidate used, and it was fabulous! It had images, graphics, color, and style! A plan like that shows some great presentation skills.
Your main take-away is this: This candidate used her 30-60-90-day sales plan to articulate the steps she would take to be successful. She showed the hiring manager how she would take ownership of her training. Her plan demonstrated her initiative, her interest, and her knowledge of the career opportunity. A big clinical research corporation is a busy place. She was able to show how she could hit the ground running…and she got the career opportunity.
Article courtesy of Peggy McKee - Owner / Senior Headhunter at the nationally
recognized laboratory and clinical sales recruiting team of PHC Consulting.
© Copyright 2008 PHC Consulting | All rights reserved
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