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30-60-90 day plan for sales
Pick the role and start date, set what fully ramped looks like, and get a dated onboarding plan: goals for each 30 days, weekly activity targets, milestones with owners, and the day 30, 60 and 90 reviews.
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Account executive and SDR templates you can edit
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Targets that ramp from activity first to results later
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Milestones with owners and dates, and a printable plan
How to use it
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Choose account executive or SDR and enter the new hire, manager and first day.
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Set what fully ramped looks like and how targets ramp over each 30 days.
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Edit the milestones, the week each is due and who owns it.
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Share the plan on day one and tick milestones off together in your 1:1s.
How the numbers work
Weeks run from the first day. Weeks 1 to 4 sit in the first 30 days, weeks 5 to 8 in days 31 to 60 and weeks 9 to 13 in days 61 to 90. Each milestone is due on the last working day of its week, and reviews are fixed to day 30, 60 and 90.
Targets for each 30 days are the fully ramped figure multiplied by that period's ramp percentage. Activity, such as meetings or calls, usually ramps faster than results, such as deals or meetings booked.
Questions
What is a 30-60-90 day plan for sales?
A plan for a new salesperson's first three months, split into learning, practising and performing, with goals, milestones and reviews for each 30 days. It makes expectations clear from day one.
What should a new AE achieve in their first 90 days?
Typically: learn the product, customers and process in the first 30 days; run their own meetings and demos with support in days 31 to 60; and build their own pipeline, sign early deals and forecast in days 61 to 90. Full quota usually comes later.
How should targets ramp for a new hire?
Activity targets such as meetings or calls can ramp quickly, while results such as signed deals lag because of the sales cycle. The plan lets you set a separate ramp for each.
What happens at the day-90 review?
Manager and new hire look at progress against each goal and milestone, agree what is going well and what needs work, and set targets for the next quarter.
More free sales tools
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Cost of a Sales Hire: The fully loaded cost of an AE, when they pay back, and what a mis-hire costs.
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AE and SDR Meeting Agenda: A running order for the weekly session between an AE and the SDR who feeds them.
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Performance Improvement Plan Builder: Find where a rep is falling short and build a fair, dated improvement plan.
Want new hires productive faster?
We help sales teams build the onboarding, enablement and coaching rhythm behind the plan, so every new AE and SDR ramps faster.