How to Craft a Winning 30-60-90 Day Plan in Medical Device Sales
The 30-60-90 day plan is an essential step in the hiring process for a job in medical device sales. Like your resume and cover letter, your unique plan shows the knowledge, skills and motivation you bring to the table.
Although preparing a plan for the first three months of a potential job can sound intimidating, you don’t need to be a medical device sales expert to put together a winning 30-60-90 day plan.
You just need to understand the company, key performance metrics and sales strategies.
This blog will walk you through the process of creating a 30-60-90 day plan that gets you hired in medical device sales.
1. The basics of the 30-60-90 day plan
What is the 30-60-90 day plan?
Your 30-60-90 day plan shows employers what you plan to accomplish in your first three months on the job and your strategies for achieving those goals. Your time is divided into three phases, each with a unique focus. In phase one, you’ll get acquainted with the company. Then, in phase two, you’ll shift your focus to familiarizing yourself with the client base and potential sales prospects. Finally, in the last phase, you’ll begin charting your future at the company. The plan not only outlines what strategies you’ll use to drive sales, but also your training plan, problem-solving techniques and how you’ll collaborate with peers.
Ultimately, the 30-60-90 day plan gives employers a glimpse into your knowledge, methods and outlook. If your plan aligns well with their goals and processes, you’re likely to land the job.
How important is the 30-60-90 day plan?
How important your 30-60-90 day plan is depends on the employer. In fact, while some may explicitly request you come to the interview armed with a plan and a powerpoint, others might simply expect you to arrive prepared to offer a verbal overview.
In other words, it’s always a good idea to be prepared with a strong plan in mind. Even if they don’t ask you to prepare such a plan, doing so can set you apart from the other candidates. Additionally, it’s a great exercise that can help you prepare for the interview and better understand the company–improving your chances of getting hired.
2. Preparing your 30-60-90 day plan in medical device sales
Days 1-30: Familiarize yourself with the medical device company.
Hiring managers aren’t expecting you to begin netting huge sales on day 1, but they do want you to spend your first 30 days setting yourself up for success. In medical device sales, you’ll spend the first month familiarizing yourself with the ins and outs of the company. Meet the team, become an expert on their products and begin connecting with doctors.
If you have any prior experience or knowledge that can give you a leg up on the competition, be sure to showcase that in the first phase of your 30-60-90 day plan. Although this section can be simple, take care to tailor it to the employer. Identify the product lines you’ll be working with as well as what competitors you’ll be up against.
Days 31-60: Get to know the doctors who make up your clientele and sales prospects.
The second phase of your 30-60-90 day plan is when the work gets more hands on. During this time, you’ll meet with doctors who already have an established relationship with your company, and you’ll begin making inroads with new sales prospects. Your efforts here will be focused on client retention and new client acquisitions.
In phase two of your plan, your communication and relationship-building skills can take center stage. Here, you can identify potential sales leads and propose strategies for converting them into clients. Whether you have extensive sales experience or not, it’s important to demonstrate your ability to find new sales prospects and nurture relationships.
Days 61-90: Set your sales goals in motion.
If the first two sections of your 30-60-90 day plan are where you can demonstrate your knowledge and skills, the final month of your plan is where you’ll showcase your ability to close a deal–or recover from a rejection. When crafting this section, be ambitious here, but don’t be overzealous. The employer wants you to come equipped with actionable strategies that can produce lasting growth.
The final phase of your plan should demonstrate how you’ll meet, and ideally exceed, sales goals. Craft a plan to reflect on the lessons of your first 60 days, including any road bumps you encounter or anticipate in client relationships. Another important factor to include are your strategies for overcoming client objections and reflecting on both wins and losses.
3. Essential characteristics of your 30-60-90 day plan
It’s company-specific.
Much like a resume or cover letter, you don’t want to rely on a generic template. While some of the strategies and information you include in your 30-60-90 day plan may be similar regardless of the employer, your plan should demonstrate that you’re familiar with the company, their products and their clients.
The goals are well-rounded.
Although you’re crafting a 30-60-90 day plan to win sales, your plan should include tasks and objectives outside of your direct sales efforts. It’s crucial to include tasks that support your ultimate goal like training sessions, meetings with doctors or even planning fun events for clients. Each of these tasks is an important part of your long-term plan. Plus, it demonstrates your in-depth understanding of medical device sales. After all, it’s all about nurturing client relationships.
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