Conquer Your First 90 Days as a New Sales Manager with 30-60-90 Sales Plan

Stepping into the role of a new sales manager brings both exciting opportunities and significant responsibilities. Your first 90 days as a sales manager set the tone for your journey, shaping how you establish authority, build relationships, and drive success. Crafting a focused strategy for these first three months can empower you to effectively balance immediate team needs with long-term goals. This comprehensive guide from Maximizer will help you navigate your first ninety days, from assessing team strengths to developing a leadership style, creating a 30-60-90 plan, and aligning with your company’s vision. 

Laying the groundwork as a first-time sales manager 

Defining your role: What it means to be a sales manager 

The role of a first-time sales manager goes far beyond simply managing sales numbers. At its core, being a sales manager involves balancing multiple roles, including mentor, coach, strategist, and leader. Your responsibilities include setting achievable sales targets, motivating your team, and aligning departmental goals with company objectives. Establishing your role clearly will help you become a reliable presence for your team and a strong partner for company leadership. Take time to consider what it means to you personally to be a sales manager, and remember that defining your role is an ongoing process that will evolve with experience. 

Leadership essentials for sales managers 

Strong leadership is the foundation of effective sales management. During the first 90 days as a sales manager, focus on building the core skills that drive successful teams, such as accountability, empathy, and vision. Leadership is about more than delegation—it’s about empowering your team, understanding their needs, and removing obstacles that prevent them from reaching their full potential. Reflect on the qualities you admire in leaders and start building these qualities into your approach to management. 

Analyzing your sales team’s capabilities and processes 

Before creating a 30-60-90 sales plan as a sales manager, it’s important to assess where your team currently stands. Take an honest look at each team member’s strengths, skill gaps, and potential areas for growth. Understanding your team’s capabilities and current processes helps you tailor your management approach to maximize their strengths and address weaknesses. Additionally, you’ll gain insight into workflow bottlenecks and other areas that may need improvement. During these first few weeks, focus on listening, observing, and asking questions that will help you understand your team’s dynamics. 

Analyzing sales strategies with company goals 

A well-crafted sales manager 30-60-90 sales plan aligns with your company’s overall objectives. Start by reviewing current sales strategies to understand what’s working and what isn’t. This is a chance to clarify how your team’s activities contribute to broader company goals, ensuring that your objectives are in sync with organizational needs. By connecting individual sales tactics to company targets, you’ll be able to create a focused, strategic plan that boosts impact and fosters a shared sense of purpose among your team. 

Building your foundation during your first 90 days (with 30-60-90 Sales Plan) as a New Sales Manager 

Developing key management skills for sales leadership 

Sales management demands a range of skills that go beyond what’s required in individual sales roles. As a first-time sales manager, the initial months provide a valuable window for developing skills in areas like performance management, decision-making, and coaching. Each of these skills plays a role in guiding your team to success. Whether through observing other managers, participating in professional development, or seeking feedback, commit to building skills that will set you up for long-term success in sales leadership. 

Creating a personal management philosophy aligned with company culture 

Developing a management philosophy aligned with your company’s values can guide your actions and decisions. This is particularly important as a first-time sales manager, as it ensures that your approach remains consistent and trustworthy. Think about the principles that are most important to you—transparency, accountability, innovation—and consider how these values intersect with your company’s culture. A well-defined philosophy helps your team understand what you stand for and provides a foundation for effective, values-driven leadership. 

Formulating your strategic plan: the ultimate 30-60-90 sales plan for sales manager 

Setting achievable goals in your first 90 days as a sales manager 

Goal setting is essential in your first 90 days as a sales manager. Setting achievable short-term goals helps you measure progress and maintain focus during this critical transition period. Goals can range from specific sales targets to milestones in team development and process improvements. By defining clear goals, you create a roadmap for success that keeps both you and your team accountable. These goals should be specific, measurable, and relevant to your overarching 30-60-90 sales plan. 

Planning for long-term success in sales management 

A solid 30-60-90 sales plan for new sales managers goes beyond immediate objectives and considers the broader picture. Look at this plan as a foundation for long-term growth, both for yourself and your team. Develop action items that build momentum, such as refining sales processes, setting up regular check-ins, and implementing tools that support performance tracking. Planning for the future not only gives your team stability but also demonstrates your commitment to their success and the company’s long-term vision. 

30-60-90 sales plan for new sales manager example 

A well-defined 30-60-90 sales plan for sales managers allows for structured growth and clear benchmarks. Here’s an example breakdown of how you might approach your first 90 days: 

Days 1–30

Focus on observation and assessment. Conduct team meetings to understand individual roles, review existing sales metrics, and evaluate current strategies. This period is also ideal for building relationships and setting expectations. 

Days 31–60

Begin implementing small changes. Introduce minor adjustments to processes, set initial performance targets, and start tracking KPIs to gauge improvement. Schedule regular one-on-ones with team members for direct feedback and support. 

Days 61–90

Solidify team goals, refine strategies, and create a structured process for ongoing performance reviews. This final phase should transition the team from initial assessments to a cohesive, goal-oriented unit focused on sustained success. 

Engaging and leading your sales team 

Mastering effective communication as a sales manager 

The ability to communicate clearly and effectively is one of the most crucial skills for a first-time sales manager. As you begin implementing your 30-60-90 sales plan for new managers, focus on fostering open lines of communication with your team. Regular check-ins, transparent updates, and constructive feedback help build rapport, clarify expectations, and reduce misunderstandings. Effective communication establishes trust and ensures that everyone is aligned with the team’s goals. 

Building trust and motivation within your sales team 

Building a high-performing sales team requires more than just technical skills—it demands trust and motivation. During your first 90 days as a sales manager, make it a priority to create a supportive and motivating environment. Encourage team members to share their ideas and acknowledge their contributions. Trust forms the backbone of any successful team, and when your team feels valued, they’ll be more engaged, motivated, and likely to exceed expectations. 

Fostering a collaborative sales team environment 

In a collaborative environment, team members support each other’s success and contribute to a shared sense of achievement. Collaboration doesn’t just happen—it needs to be encouraged and modeled by the manager. Promote open discussions, celebrate team wins, and look for ways to encourage cross-functional partnerships. By creating a culture of collaboration, you’ll help your team become more resilient and better equipped to tackle challenges. 

Navigating team dynamics and conflict in sales teams 

Even the most cohesive teams can face challenges and conflicts. As a new sales manager, it’s essential to approach these situations with empathy and impartiality. During your first 90 days as a sales manager, focus on understanding the unique personalities and working styles within your team. When conflicts arise, address them promptly, facilitate productive conversations, and help the team refocus on shared goals. Effective conflict resolution not only strengthens team bonds but also reinforces your role as a fair and capable leader. 

Checklist for your first 90 days as a sales manager 

Conquering your first 90 days as a sales manager means balancing immediate goals with longer-term strategies, building trust with your team, and developing your own leadership approach. To ensure a smooth transition, use this checklist as a guide for staying focused and effective as you establish yourself in your new role: 

1. Define your role and goals within the company

Start by clarifying what’s expected of you in your new position. Meet with your supervisor and other key stakeholders to gain a clear understanding of your responsibilities, priorities, and how your team’s goals align with the company’s objectives. Set both personal and team goals that reflect these expectations. This might include specific revenue targets, KPIs, or milestones, but it’s also about understanding the bigger picture—how your team contributes to overall company success. These defined goals will provide structure to your first 30 60 90 day plan as a sales manager and establish your purpose within the organization. 

2. Analyze team strengths, processes, and potential areas for improvement

A successful manager knows their team inside and out. During your first month, take time to assess the skills, strengths, and growth areas for each team member. Meet individually to understand each person’s strengths, current challenges, and career goals. Review existing workflows and processes to identify bottlenecks, inefficiencies, or opportunities for improvement. This analysis not only helps you identify quick wins to improve team performance but also informs you about the goals and objectives in your 30-60-90 sales plan for new sales managers. Building a clear picture of your team will allow you to make strategic decisions that enhance productivity and set everyone up for success. 

3. Develop a personal management philosophy aligned with company values

Developing your own management style and philosophy is essential to building credibility and gaining respect as a leader. Reflect on your values, strengths, and any guiding principles you want to bring to the role, then align these with the company’s culture and mission. For example, if your company values transparency, consider implementing open-door policies and regular feedback sessions to foster communication. By staying true to your core values while respecting organizational culture, you’ll foster a work environment where both you and your team can thrive. A clear, authentic philosophy will serve as a north star for decision-making and help build a sense of purpose within your team. 

4. Set up a 30-60-90 sales plan for sales managers tailored to your team’s needs

A strategic 30-60-90 sales plan sales manager sets the groundwork for immediate and long-term success. Use your first 30 days to observe and assess; the next 30 to implement minor changes based on your observations; and the final 30 to refine strategies and align team goals with your broader vision. Your plan should be specific to your team’s needs, addressing any skill gaps, process inefficiencies, and performance targets identified during your initial assessments. This structured approach provides a clear pathway for making impactful changes without overwhelming the team, ensuring that each step builds toward sustainable success. 

5. Prioritize communication, trust-building, and collaboration to create a positive team environment

Effective communication and trust-building are fundamental to any successful team. Establish open lines of communication from day one, creating a safe space for team members to voice concerns, share ideas, and ask questions. Schedule regular check-ins to provide constructive feedback and offer support and consider establishing a system for team members to communicate updates or challenges with you consistently. Encourage team collaboration by promoting shared goals and recognizing team achievements, which fosters a sense of community and motivation. As a new manager, showing that you’re approachable and supportive helps build trust, sets the stage for open dialogue, and positions you as a dependable leader who values their team.