A secret weapon always helps. You have your sales interview set up and you feel well prepared. You have your professional outfit ready, you have copies of your resume to bring, you have done your homework on the company’s products and pipeline, you have your questions lined up for the hiring manager; what else is there to do?
If you really want to shine and land this job you need to prepare a 30 60 90 Sales Plan. Bringing a sales plan has become almost as important as bringing your resume to a sales interview. Managers want to see if you are a self-starter, prepared and organized, all the qualities in a top medical sales representative. If you prepare your 90 day sales plan correctly it is your chance to set yourself apart from other candidates and land the job.
What is a 30 60 90 Sales Plan?
The first 90 days on the job are crucial, this is where you have the ability to hit the ground running and make an impression on your employer. It is also typically the first time period after which you have your first job performance review, so you want to excel. A 90 day sales plan lays out exactly how you are going to shine and stand out right away. It is a blue print for your actions in the first 90 days of employment.
How do I prepare one?
When preparing a 90 day sales plan break up your plan into 3 separate months. What you will do your first 30 days on the job, what you will do the next 30 and so on. You will have to do some homework like mapping out your territory, studying the products and competitors and identify referral sources. It will be well worth it when the hiring manager is impressed with your organization and preparedness.
What your first 30 days should include.
The first 30 days of your medical sales job should include the most basic activities such as: meet the sales team, attend corporate training, meet with hiring manager and establish sales goals. By the end of the first 30 days you should also identify physicians, hospitals and other referral sources in the sales territory. These accounts should then be broken into A, B, C accounts depending on priority. By then end of your first month you should identify competitors. You should also have visited every referral source and introduced yourself. Make sure you use details including names and addresses.
What your first 60 days should include.
After you have established your top accounts, visited with them and understand competitors and pricing, it is time to add a few more accomplishments for the next 30 days on the job. These accomplishments may include: continue with sales training, identify thought leaders and key influencers in the region and continue to develop relationships.
What your first 90 days should include.
Finally, your last 30 days you need to highlight more advanced accomplishments such as: addressing concerns in the territory, grow the referral sources, exceeds corporate sales quotas and expectations, continue to develop and identify referral sources. Get together a list of names, this shows you have either worked the region before or did your homework before the interview.
After you have completed your 90 day sales plan you are finally prepared for the interview. You will now let the hiring manager know you are serious about landing the job, are organized, prepared, have strong communication skills and deserve the job! If you need help putting your 90 day sales plan together there are templates available from Med Career News and other companies that outline what information you need to gather to complete your sales plan.