30/60/90 day sales plan template
A structured 30/60/90 day sales plan you can use today — Learn, Contribute, Lead — with certification milestones at each phase, plus an AI buyer to practise the skills each phase requires.
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WHAT YOU GET
What's in this template
Three-phase plan, not a checklist
Learn (1–30), Contribute (31–60), Lead (61–90). Each phase has a defined output, not just a list of activities. Reps know what "done" looks like at each gate.
Milestones, KPIs, certification gates per phase
Every phase ends with a measurable certification gate the rep clears before advancing. Practice targets + live KPIs + manager checkpoints, all in one document the rep and manager work against together.
AI certification practice at each phase boundary
The week-3, week-8, and final gates are AI-buyer practice runs scored against the methodology rubric. The certification is evidence-based, not opinion-based — the manager sees the practice data, not just the rep's self-report.
Editable to your cycle and structure
Compress to 30/45/60 for inbound SDR roles, extend to 60/120/180 for enterprise AE roles. The phase logic (Learn → Contribute → Lead) holds at every cycle length.
Manager dashboard tracks reps against the plan
For teams, the dashboard rolls up where each rep is in the plan, which gate they're approaching, which practice scenarios they've cleared, and where the coaching focus should land this week.
Structured onboarding cuts ramp time
Structured onboarding beats unstructured by a measurable margin; structured + practice beats structured alone.
TEMPLATE PREVIEW
Preview the template
Three phases, each with practice targets and a certification gate. Practise with AI to see the full plan with editable milestones.
Template preview
30/60/90 Day Sales Plan
Days 1–30 — Learn
- Product mastery: use cases, top objections, competitive positioning, methodology overview
- Tooling: CRM, conversation intelligence, sales engagement, dialler, Everboarder for daily practice
- Shadow 5–10 calls/demos with senior reps
- Week-3 certification gate: 5-call practice run vs AI buyers — pitch + 3 common objections
Days 31–60 — Contribute
- Owned territory/vertical with mentor pairings
- ~50% practice load + ~50% live activity
- Run 5 first-meetings independently with manager review
- Week-8 gate: MEDDIC/BANT/SPIN qualification practice + a full discovery call vs AI buyer
Days 61–90 — Lead
- Full pipeline ownership, quota proration
- Weekly coaching on real call review
- Daily practice rotation: rehearse the next call's scenario beforehand
- Final certification: full deal-cycle simulation vs AI buyers across three personas
Practise with AI to unlock the full template
Practise to unlock the full templatePHASE-BY-PHASE
How to run the 30/60/90 plan
Three phases, three certification gates. Each phase has a defined output; reps don't advance until they've cleared the gate.
Days 1–30 — Learn
Product mastery (use cases, top objections, competitive positioning, methodology overview), tooling onboarding (CRM, conversation intelligence, sales engagement, dialler, Everboarder for daily practice), shadowing 5–10 calls and demos with senior reps, and a week-3 certification gate: a 5-call practice run against AI buyers covering pitch plus three common objections.
Days 31–60 — Contribute
Owned territory or vertical with mentor pairings, roughly 50% practice load and 50% live activity, running 5 first-meetings independently with manager review, and a week-8 certification gate: methodology qualification practice (MEDDIC/BANT/SPIN/SPICED) plus a full discovery call against an AI buyer.
Days 61–90 — Lead
Full pipeline ownership with prorated quota, weekly coaching on real call review, daily practice rotation (rehearse the next call's scenario beforehand), and a final certification: full deal-cycle simulation against AI buyers across three personas before declaring ramp complete.
WHY IT FAILS
Why most 30/60/90 plans fail
Too much content, too little practice
The plan is complete; the rep isn't. New hires read documentation, sit through enablement decks, take certification quizzes — and arrive at week 4 having never practised the pitch they're about to make to a real buyer. Skill transfer needs reps against a realistic buyer, not by reading.
Generic targets that ignore the role
A 30/60/90 plan written for "a sales rep" doesn't fit an inbound SDR, an outbound AE, or an enterprise CSM. The phases hold; the practice targets and certification gates need to match the role's real motion. Generic plans get filed away in week 2.
No evidence at the gate
"Did you do it?" is the wrong question. "Show me the practice data" is the right one. Without evidence at each gate, certification becomes a check-the-box conversation and the rep advances into pipeline ownership before they're actually ready.
Manager bandwidth disappears in month 2
Onboarding starts well in week 1 when the manager is paying attention. By week 5 the manager is firefighting their own quarter and the rep is left to ramp solo. The plan needs to assume bounded manager bandwidth — automation, AI practice, and self-serve gates carry the rep through the manager's busy weeks.
Measure the ramp
Ramp becomes a number, not a status report.
Day 30, Day 60, Day 90 — each certification gate lands as an actual readiness score for the cohort, not a manager's gut sense. Reps who are ahead show ahead; reps sliding on a specific skill show why, before the QBR. That's the version of a 30/60/90 that survives past week one.
- One readiness number per rep, updated after every practice session.
- Cohort view — where each hire sits against the Day 30 / 60 / 90 bar.
- The certification gate is measurable, not vibes.
METHODOLOGY FIT
Works with the methodology you already run
The week-8 qualification gate adapts to the team's chosen methodology — the rep practises against the framework's letters, not a generic rubric.
See the individual curve
Every rep gets their own week-by-week ramp curve.
A 30/60/90 plan is judged one rep at a time — that's who is actually onboarding. The rep readiness profile carries the per-skill coaching moments (Strength, Coach on, Improving) across weeks, so a manager can see which week a specific rep stalled on which skill without watching every replay.
- Per-rep, per-skill coaching moments across weeks 1–12.
- Strength / Coach on / Improving — not a vanity chart.
- The 1:1 has an agenda; the manager isn't guessing.
RELATED TEMPLATES
Related templates
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A weekly 1:1 coaching template with agenda, scorecard, action items — the manager-side companion to this rep-side plan.
Sales onboarding plan template
A deeper onboarding plan with role-specific paths for SDR / AE / enterprise reps — extends this 30/60/90 with role-tuned milestones.
Sales playbook template
Modular playbook covering personas, plays, objection responses, and methodology overlay — the operating manual reps work against post-ramp.
Customer outcome
Frequently asked questions
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