Crafting a Winning 30-60-90 Day Plan for Medical Sales Success

In the competitive world of medical sales, standing out from the crowd is essential. One powerful tool that can set you apart is the creation of a well-crafted 30-60-90 day plan. This strategic document not only demonstrates your preparedness and commitment but also showcases your understanding of the role’s demands and your vision for success. In this comprehensive guide, we’ll explore the art of crafting an exceptional 30-60-90 day plan tailored specifically for the medical sales industry.

What is a 30-60-90 Day Plan?

A 30-60-90 day plan is a comprehensive action plan that outlines your goals and strategies for the first three months in a new role. It serves as a roadmap, detailing the specific steps you intend to take during each phase – the first 30 days, the subsequent 60 days, and the final 90 days.

The purpose of this document is twofold:

  1. Demonstrate your proactive approach: By presenting a well-thought-out plan, you showcase your ability to take initiative and your commitment to hitting the ground running from day one.

  2. Outline your vision for success: The 30-60-90 day plan allows you to articulate your understanding of the role’s expectations and your strategy for achieving them, showcasing your logical thinking and problem-solving abilities.

The Structure of an Effective 30-60-90 Day Plan for Medical Sales

While the structure of a 30-60-90 day plan can vary, it’s essential to strike a balance between ambition and realism. Your plan should address the following key areas:

Fiscal Year Goals

This section outlines 2-3 ambitious yet achievable goals for your first fiscal year in the medical sales role. These goals should align with the company’s objectives and demonstrate your commitment to exceeding expectations. Examples may include:

  • Finish the fiscal year at [XXX]% of your sales quota
  • Gain comprehensive knowledge of surgical techniques, instruments, and trays relevant to your product portfolio

Five-Year Goals

In this section, you’ll outline 2-3 long-term goals that showcase your vision for professional growth and development within the company. These goals should be aspirational yet attainable, reflecting your commitment to continuous learning and advancement. Examples may include:

  • Attain sales quota [X] out of [Y] years
  • Grow market share in your territory to become a top-performing region within the company’s [Division Name] division

30-Day Plan

The 30-day plan should focus on actionable and realistic steps for your first month on the job. This section typically includes 5-7 bullet points or short sentences addressing the following areas:

  • Training and administrative tasks
  • Familiarizing yourself with products, accounts, and key stakeholders (surgeons, purchasers, etc.)
  • Identifying and capitalizing on quick wins, such as unfinished deals or low-hanging fruit opportunities

60-Day Plan

During the 60-day period, your focus should shift toward following through, cementing relationships, and identifying new opportunities. This section should outline 5-7 bullet points or short sentences detailing your plans for:

  • Developing a comprehensive prospecting model, including key targets, clinical messaging, follow-up schedules, and objection handling strategies
  • Designing competitive defense plans to protect and strengthen existing accounts
  • Advancing your clinical knowledge and understanding of surgical procedures

90-Day Plan

In the 90-day plan, your primary objective should be converting leads and closing deals. This section should include 5-7 bullet points or short sentences outlining your strategies for:

  • Growing market share at existing accounts through pricing proposals, incentives, and cross-selling opportunities
  • Converting competitor accounts to your product portfolio
  • Continuously advancing your clinical knowledge and staying up-to-date with new surgical techniques and industry trends

Tips for Creating a Compelling 30-60-90 Day Plan

  1. Research and Tailor: Thoroughly research the company, its products, and the medical sales role you’re applying for. Tailor your plan to align with the specific challenges, opportunities, and expectations of the position.

  2. Quantify Your Goals: Whenever possible, include quantifiable targets or metrics to demonstrate your commitment to measurable results.

  3. Highlight Your Unique Strengths: Incorporate aspects of your background, experiences, and skills that make you uniquely qualified for the role.

  4. Showcase Your Industry Knowledge: Demonstrate your understanding of the medical sales landscape, industry trends, and competitive dynamics by incorporating relevant insights and strategies.

  5. Emphasize Continuous Learning: Highlight your commitment to ongoing professional development and your willingness to adapt to new technologies, techniques, and industry advancements.

  6. Be Proactive: Don’t wait for the interviewer to request your 30-60-90 day plan. Proactively present it during the early stages of the interview process to showcase your initiative and preparedness.

  7. Seek Feedback: If possible, seek feedback from industry professionals or experienced medical sales representatives to refine and strengthen your plan.


Creating a comprehensive and compelling 30-60-90 day plan is an essential step in securing a coveted role in medical sales. This strategic document not only showcases your preparedness and commitment but also demonstrates your understanding of the role’s demands and your vision for success.

By following the guidelines outlined in this guide, you can craft a winning 30-60-90 day plan that sets you apart from other candidates and positions you as the ideal choice for the medical sales position. Remember, this plan is an opportunity to showcase your strategic thinking, problem-solving abilities, and passion for the industry – seize it to make a lasting impression and pave the way for a rewarding career in medical sales.

Breaking Into Medical Device Sales: 30/60/90 Day Plan Sample


What is a 30-60-90 day plan for medical sales?

The purpose of this document is to outline what you plan to accomplish during your first 30 days, 60 days, and 90 days on the job. The action plan that you set forth needs to strike a balance between being ambitious yet realistic.

What should be in a 30-60-90 day sales plan?

Whether you’re creating one for yourself or for a new employee, each phase of your 30-60-90 day plan should detail a specific focus, priorities, sales goals, and a plan for measuring success.

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