If you are a sales professional or want to become one, or if you are looking for a new sales job, you will face one of the toughest interview processes of any job seeker.
I got a thank you note recently from a candidate who just landed a position in a major medical research corporation. She thanked me for my blog articles and YouTube movie scenes that were informative and helpful, but she told that what really “sealed the deal” was her 30-60-90-day sales plan.
What is a 30-60-90 day plan? And how do you use it to get a job in pharma sales, laboratory sales, clinical diagnostics sales, health care revenue, imaging sales, medical device sales, pathology sales, clinical sales or biotechnology sales? Why does it help?
A 30-60-90-day plan is an outline for what you will do when you start the job. Essentially, you spell out for your future employer, in as little or as much detail as necessary, how you will spend your time. To do that, you got to do some research on the company so that you know what you’re talking about…a search on Google, LinkedIn, or the company’s own web page can provide you with the information you need. (It’s always impressive to a hiring manager if you can show that you’ve done your homework before the interview.)
The basics:
The first 30 days of your plan is usually focused on training–learning the company systems, products, and customers.
The next 30 days (the 60-day part) are focused on more field time, less training, more customer introduction, and reviews of customer satisfaction.
The last 30 days (the 90-day part) are the “getting settled” part. You’ve had the training, you’ve met the customers, and now you can focus on sales!
The more specific you can be in the details, the better off you’re. (That’s why you research the company, not just the position!) This kind of analysis of the job not only sets you apart from other career opportunity seekers… it also makes you a better performer on the position. It means you’ve put some thought into what it takes to be successful. Once you’ve written down your goals, they become much easier to attain.
30-60-90-day sales plans don’t have to be elaborate–just having it written down at all will get you noticed. But I’ve got to say, I saw the one this candidate used, and it was fabulous! It had images, graphics, color, and style! A plan like that shows some great presentation skills.
Your main take-away is this: This candidate used her 30-60-90-day sales plan to articulate the steps she would take to be successful. She showed the hiring manager how she would take ownership of her training. Her plan demonstrated her initiative, her interest, and her knowledge of the position. A big clinical research corporation is a busy place. She was able to show how she could hit the ground running…and she got the position.
Article courtesy of Peggy McKee - Owner / Senior Recruiter at the nationally
recognized medical laboratory and pathology sales recruiting team of PHC Consulting.
© Copyright 2008 PHC Consulting | All rights reserved
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