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.
It is highly recommended that you complete a 30-60-90 Day Plan for each role you apply to in medical sales. The purpose of this document is to outline what you plan to accomplish during your first 30 days, 60 days, and 90 days on the job. The action plan that you set forth needs to strike a balance between being ambitious yet realistic.
The Recruiter or Hiring Manager will most likely not ask you for the 30-60-90 Day Plan outright during the recruiting process. Why? It is often implied that the interviewee applying for a sales role knows to craft it. Secondly, the Hiring Manager wants to see if you take the initiative to go the extra mile to secure the role.
Prior to your first round interview with the Hiring Manager, send across a PowerPoint or Microsoft Word document containing your 30-60-90 Day Plan to demonstrate that you are:
Your plan should focus on addressing the following:
Each action point that you set forth in your plan should address one of the following points above.
The structure of your plan is flexible; however, we recommend that you include 5 subsections:
Let's dive deeper into each section:
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.
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.
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).
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.
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.
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.
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August 13, 2022
Requiring information for an upcoming interview