Medical Sales 30-60-90 Day Plan: An Overview and Examples

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, we'll review what a 30-60-90 Day Plan is, how to structure it specifically for medical sales, and finally, conclude with some examples.

What is a 30-60-90 Day Plan?

 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: 

Let's dive deeper into each section:

Fiscal Year Goals

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.

Examples include:

• Finish the year at [XXX]% to plan
• Gain a comprehensive understanding of surgical techniques, instruments, and trays

Five Year Goals

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.

Examples include:

• 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

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).

Examples include:

• Force rank accounts based on FY[XX] projected revenue
• Profile Surgeons in territory — compile education, certifications, awards

60 Day Plan

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.

Examples include:

• 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

90 Day Plan

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.

Examples include:

• 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.