30 60 90 day plan for new sales territory

A 30-60-90 day plan is a common framework used by sales professionals to outline their goals and objectives for a new sales territory. Here's a sample plan for a new sales territory:

Day 1-30:

  1. Learn the Territory:
    • Study the new territory, including the geography, demographics, and existing customer base.
    • Review sales data, customer lists, and market research reports.
    • Identify key decision-makers, influencers, and potential customers.
  2. Establish a Presence:
    • Set up a local office or virtual presence, if necessary.
    • Create a professional online profile, including a LinkedIn page and website.
    • Develop a sales strategy and plan of attack.
  3. Build Relationships:
    • Reach out to existing customers and partners to introduce yourself and build relationships.
    • Attend local events, conferences, and trade shows to network and establish credibility.
    • Identify and connect with key influencers and decision-makers.
  4. Develop a Sales Strategy:
    • Identify the most promising sales opportunities and prioritize them.
    • Develop a sales plan, including target accounts, sales calls, and follow-up activities.
    • Create a sales pipeline and track progress.

Day 31-60:

  1. Prospect and Qualify:
    • Start making sales calls and prospecting for new leads.
    • Qualify leads and identify potential customers.
    • Develop a list of target accounts and prioritize them.
  2. Build Credibility:
    • Deliver value to existing customers and partners.
    • Share success stories and testimonials.
    • Establish thought leadership through blog posts, articles, or speaking engagements.
  3. Develop a Sales Process:
    • Refine the sales strategy and plan of attack.
    • Develop a sales process, including steps, stages, and milestones.
    • Create a sales playbook and share it with the team.
  4. Track Progress:
    • Monitor and track sales progress, including pipeline growth and conversion rates.
    • Identify areas for improvement and adjust the sales strategy accordingly.

Day 61-90:

  1. Close Deals:
    • Focus on closing deals and converting qualified leads into customers.
    • Develop a closing strategy and plan of attack.
    • Practice and refine sales skills, including objection handling and negotiation.
  2. Expand Relationships:
    • Continue to build relationships with existing customers and partners.
    • Identify new opportunities and expand the sales pipeline.
    • Develop a plan to upsell and cross-sell to existing customers.
  3. Optimize the Sales Process:
    • Continuously monitor and improve the sales process.
    • Identify areas for improvement and adjust the sales strategy accordingly.
    • Refine the sales playbook and share it with the team.
  4. Set Goals and Objectives:
    • Set specific, measurable, and achievable goals and objectives for the next 90 days.
    • Develop a plan to achieve these goals and track progress.

Remember, this is just a sample plan, and you should tailor it to your specific needs and goals. The key is to set clear objectives, prioritize your efforts, and continuously monitor and improve your sales strategy.