How to Write a 30/60/90-Day Plan

If you’re searching for a job in pharmaceutical revenue, pathology revenue, healthcare sales, medical diagnostics sales, laboratory sales, imaging revenue, biotech revenue, medical device sales, hospital equipment sales, or clinical sales, you want every advantage you can get, right?  Which means, you’ve probably put a lot of effort into your CV, you’ve found the flawless suit for interviewing, and you’ve gone over your answers to potential interview questions as well as your dos and don’ts. 

Want another advantage?

Create a 30/60/90-day plan for the career opportunity you want.

What is a 30-60-90 day plan?  And how do you use it to get a position in sales?  Why does it help?

A 30-60-90-day plan is an outline for what you will do when you start the career opportunity.  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 have 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 website 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, remember?)

The basics:

The first 30 days of your plan is usually focused on training–learning the company systems, products, and customers.  So, most of the items in your 30-day plan should be along the lines of attending training, mastering product knowledge, learning specific corporate systems, traveling to learn your territory (if you’re in sales), meeting other members of the team, or reviewing accounts.

The next 30 days (the 60-day part) are focused on more field time, less training, more customer introductions, reviews of customer satisfaction, and getting feedback from your manager.

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!  It should include things that take more initiative on your part: landing your own accounts, scheduling programs, or coming up with new ways to get prospects’ attention (again, if you’re in revenue), as well as continuing to get performance feedback and fine-tuning your schedule.

The more specific you can be in the details, the better off you are—by that I mean specifying the name of the training you’ll need, rather than just indicating that you’ll “get training,” for instance.  That’s why you research the company, not just the career opportunity! 

This kind of analysis of the career opportunity not only sets you apart from other career opportunity seekers… it also makes you a better performer on the job.  It means you’ve put some thought into what it takes to be successful, and once you’ve written down your goals, they become much easier to attain.

Using a 30-60-90-day plan to show that you’ve done your homework, analyzed the job, and thoughtfully considered how you can best serve this particular company in this particular capacity is very impressive to a hiring manager.  This kind of effort is the advantage you need that will set you apart from other candidates and get you hired.

Article courtesy of  Peggy McKee - Owner / Senior Recruiter at the nationally
recognized clinical and pharma sales recruiting team of PHC Consulting.
© Copyright 2008 PHC Consulting | All rights reserved

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How to Write a 30/60/90-Day Plan