A commonly overlooked component of the medical sales interview process is the development of a 30-60-90 Day Plan tailored specifically to medical sales.
In this article, well review what a 30-60-90 Day Plan is, how to structure it specifically for medical sales, and finally, conclude with some examples.
Getting hired in medical sales is no easy feat. With so much competition, you need to go above and beyond to stand out from the crowd One way to do this is to develop a customized 30-60-90 day plan. This plan shows the hiring manager that you have carefully considered what it will take to ramp up quickly and succeed in your new medical sales role
What Exactly is a 30-60-90 Day Plan?
A 30-60-90 day plan outlines your objectives for your first 3 months on the job. It demonstrates to the employer how you will provide value right out of the gate. The plan is broken down into 3 sections:
- 30 Days: Focuses on getting oriented, building relationships, and learning processes.
- 60 Days: Outlines how you will dive into developing opportunities and overcoming obstacles.
- 90 Days: Details how you will achieve quick wins and lay the groundwork for ongoing success.
This structured approach shows the hiring manager that you can set smart goals and execute methodically.
Why You Need One for Medical Sales
Medical sales roles are fast-paced and quota-driven. To get ramped up quickly, you need a plan of attack. A strong 30-60-90 day plan:
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Demonstrates your strategic thinking skills Medical sales requires strategic territory management and opportunity development, The plan shows you can think long-term and tactically execute
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Proves you understand the role: By crafting a customized plan, you showcase your understanding of what it takes to succeed in this specific position.
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Shows your initiative: Taking the time to create a 30-60-90 day plan demonstrates drive and preparation. You are going above and beyond to show your enthusiasm.
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Allows you to pre-empt challenges: Your plan indicates you have contemplated potential roadblocks and how you will tackle them.
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Lets you stand out: Applicants who submit 30-60-90 day plans are rare. Developing one will help differentiate you.
How to Structure Your 30-60-90 Day Medical Sales Plan
When drafting your plan, use the following framework:
30 Days
This section should focus on getting oriented and laying the groundwork for success.
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Learn processes and systems: Detail how you will learn your company’s CRM system, administrative processes, compliance policies, and technology tools.
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Establish relationships: Outline how you will connect with key stakeholders like sales leadership, product specialists, surgeons, hospital admins, etc. Consider scheduling agenda.
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Understand your portfolio: Note how you will research your products and value propositions. Also highlight competitor analysis.
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Assess territory: Explain how you will audit accounts, identify growth opportunities, and rank targets.
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Handle unfinished business: Address how you will follow up on any pending deals or projects handed over from previous rep.
60 Days
This section should focus on developing opportunities and overcoming obstacles.
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Implement prospecting plan: Outline your model for identifying quality leads and your outreach strategy. Include ideal call frequency.
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Develop opportunities: Note key targets and how you will create and execute account plans to drive business.
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Secure quick wins: Identify existing opportunities for quick conversions to drive pipeline.
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Refine territory analysis: Re-evaluate your territory based on any new insights. Adjust targeting approach accordingly.
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Address roadblocks: Anticipate potential obstacles and detail how you will tackle them if they arise.
90 Days
This section should focus on achieving quick wins and positioning yourself for ongoing excellence.
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Drive pipeline growth: Note sales activities focused on increasing pipeline through new clinician relationships, account penetration, and expanded deal sizes.
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Achieve quick wins: Outline strategy to close any near term opportunities to drive attainment and momentum.
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Refine skills: Detail plan to build proficiency in prospecting, objection handling, closing, territory analysis, etc.
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Plan for ongoing success: Identify what you need to accomplish in the next 3 months to set yourself up for exceeding quota.
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Leverage resources: Indicate how you will tap into internal resources like sales leadership, marketing, clinical, etc. to support growth.
Final Tips for an Effective 30-60-90 Day Medical Sales Plan
Follow these best practices when crafting your plan:
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Make it visual: Use a PowerPoint or table format. This makes your plan skimmable and professional.
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Be specific: Include metrics, timeline commitments, and measurable goals. Avoid generic statements.
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Show upside: Balance ambitious yet realistic goals that get leadership excited about your potential.
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Customize it: Research the company and role. Tailor the plan to their needs and quirks.
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Use it post-hire: If hired, actually execute this plan to drive quick success.
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Keep it brief: Shoot for 1-3 pages max. Be concise and impactful.
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Review carefully: Check for typos, formatting errors, grammar issues, and unclear statements.
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Send proactively: Provide the plan to the hiring manager before interviews begin.
With a strategic, customized 30-60-90 day plan, you can stand out from the crowd and demonstrate your readiness to deliver results in medical sales. The time investment will pay dividends by showcasing your preparation and strategic thinking skills. Adapt this framework, research the role meticulously, and craft a plan that positions you for rapid success.
What is a 30-60-90 Day Plan?
It is highly recommended that you complete a 30-60-90 Day Plan for each role you apply to in 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.
The Recruiter or Hiring Manager will most likely not ask you for the 30-60-90 Day Plan outright during the recruiting process. Why? It is often implied that the interviewee applying for a sales role knows to craft it. Secondly, the Hiring Manager wants to see if you take the initiative to go the extra mile to secure the role.
Prior to your first round interview with the Hiring Manager, send across a PowerPoint or Microsoft Word document containing your 30-60-90 Day Plan to demonstrate that you are:
- Proactive go-getter
- A logical thinker who has a concrete plan to hitting your numbers
- Clear on the expectations of the role
Your plan should focus on addressing the following:
- Administrative Tasks
- Relationship Development
- Knowledge Development (products, accounts, industry)
- Opportunity Identification
- Risk Mitigation
Each action point that you set forth in your plan should address one of the following points above.
The Structure of the Plan
The structure of your plan is flexible; however, we recommend that you include 5 subsections:
Lets dive deeper into each section:
This section describes 2-3 action points that you plan to accomplish during the first fiscal year on the job. Your fiscal year goals should be ambitious yet practical.
- Finish the year at [XXX]% to plan
- Gain a comprehensive understanding of surgical techniques, instruments, and trays
This section describes 2-3 action points that you plan to accomplish during the five years on the job. Ideally, this section should focus on aggressive growth — sales growth and professional growth.
- Attain quota [Years] out of [Years] years
- Grow market share so that [Territory Name] is a top performing territory in the [Division Name] division
30 Day Plan should be actionable and realistic for the first month on the job. List out 5-7 bullet points or short sentences in this section. We recommend that you focus on addressing quick wins — training, administrative, and unfinished deals. Furthermore, you should focus on familiarizing yourself with your products, accounts, and surgeons (or purchaser).
- Force rank accounts based on FY[XX] projected revenue
- Profile Surgeons in territory — compile education, certifications, awards
60 Day Plan focus on following through, cementing relationships, and identifying opportunities. List out 5-7 bullet points or short sentences in this section. We recommend that you piece together a prospecting plan outlining: key targets, clinical messaging, follow up schedule, and objection handling.
- Quantify prospecting model to determine:
- # of cases per surgeon per month
- Average # of trials per successful close
- Design competitive defense plan identifying surgeons that require the most service
Your 90 Day Plan should be laser-focused on zeroing in on closing deals. List out 5-7 bullet points or short sentences in this section. You should outline how to plan to convert competitor accounts to your products and how you plan to follow up on leads. Additionally, include verbiage on how you plan to continue to build upon your current account and industry knowledge.
- Grow market share at existing accounts:
- Develop pricing proposals and pricing incentives (eg: consignments, discounts)
- Identify cross-selling opportunities
- Continue to advance Clinical Knowledge
- Stay current with new surgical techniques by watching procedures online for [Surgery #1], [Surgery #2], and [Surgery #3]
For more details, templates, and examples for each section of the 30-60-90 Day Plan, view our Breaking Into Medical Sales All-In Course.
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Breaking Into Medical Device Sales: 30/60/90 Day Plan Sample
What is a 30-60-90 day plan for medical sales?
It is highly recommended that you complete a 30-60-90 Day Plan for each role you apply to in 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 is the 30 60 90 day sales plan?
Successful new sales managers rely on the 30 60 90 day sales plan as a tool to drive their onboarding, prioritization and focus on what really matters especially in their early days. They use 30 60 90 day sales plan as a general framework for success, outlining their goals and maximizing their output by thinking and planning ahead.
Should you bring a 30-60-90 day plan to a medical sales interview?
Bringing a 30-60-90 day plan to your medical sales interview helps the recruiter to visualize your plan for creating a successful first three months on the job. It gives you the opportunity to present yourself as a medical sales expert, show how motivated you are and excite the recruiter about hiring you as a medical sales representative.
What should be included in a 60-day sales plan?
Here are some more ideas for items to include in the next 60-day section of your plan: Introduce yourself to prospects and key clients. Complete a customer satisfaction and experience review. Make sure you’ve met all formal training requirements. Start developing your own new leads. Get access to tools, like for mapping your sales routes.
