I am have just graduated and I am interviewing for a role as a pharmaceutical representative. I spoke with the hiring manager who mentioned that it would be great if I had a 30/60/90 plan? I guess that means how I plan to start my job? Does anyone have any ideas on what is usually on these plans for a new sales representative?
Don't bother. If they ask you to do a 30/60/90 day plan for an interview, the boss will be an asshole to work for anyway.
I suggest you search CP for this. I once saw a great link to a site with samples. The format was perfect and I have used it twice. Basically, you work up details on what you plan to accomplish during the first 30 days, 60 days, and 90 days. Sample below for first 30 days. 1. Meet with Manager to prioritize what is expected of me in first 30 days, 60 days, & 90-100 days. 2. Complete all specified company and product training (products, benefits & features, differentiating characteristics, services, general cost models, target audiences, applications, competitive landscape, etc). Continually demonstrate intellectual curiosity by showing the ambition and desire to increase my knowledge of the latest product developments within the marketplace that represent an opportunity for the company. 3. Meet with team as soon as possible to learn and build our approach within US, Europe and ROW (rest of world). Collaborate to develop strategic direction. 4. Setup communication/data network (phones, fax, computer, office & business cards). Submit all paperwork to HR within 1st week. 5. Meet with manager to establish expectations and to review travel, forecast, plan and review weekly and/or bi-weekly requirements and processes. Understand first 90 day opportunity. Have all requested information delivered to manager on time or ahead of time. 6. Plan and begin travel to meet customers with Joe or other appropriate individual to learn accounts and build relationships. 7. Send out introductory letters and information to all accounts (if applicable) 8. Meet with manager to become familiar with the current and future sales process: a. Discuss successes b. Discuss challenges and competitive threats c. Review existing contracts and discuss potential long-term contracts as well as strategic plan for growth d. Discuss their expectations of me (repeat this with other key team members and senior staff) e. Discuss each of his/her goals f. Discuss my own goals g. Identify target accounts and establish a game plan to exceed goals h. Identify key decision makers who I might need to meet immediately i. Offer opportunity to meet my contacts within US & Europe. Work to determine a business plan that ensures our products/services are getting proper exposure. “Your needs are my needs” 9. Immediately build on my existing relationships and contacts (this will take time, as I have hundreds of contacts to review & prioritize). 10. Obtain or create past account profiles and review top accounts. Utilize information to understand processes, critical requirements and opportunities. 11. Create separate business plan for key accounts. 12. Meet with contacts at existing accounts: Gain understanding of their strategies, goals and concerns. 13. Meet with other team members to understand their expectations and internal requirements. 14. Review with Manager to determine whether there are any loose ends I need to tie up or issues I need to close out (perhaps related to previous person in role) 15. Review existing brochures, branding plan, new brochures, trade show status, advertising history and needs. GOOD LUCK!!
OMG! I love you! I just hope my interviewing manager doesn't check out CP Seriously, thank you so much for this!
306090medicalsales.com Is great Website for these plans. They have a template you can buy and modify. It walks you thru how to make a business plan for your interview. It is only 29 dollars. Well worth it if you want to get the job
A book that has really helped me in interview prep...30,60,90, etc. is The Pharma Sales Interview Breakthrough Blueprint. It's an ebook. Very thorough and helped me a bunch with new ideas, etc. Check it out if you get a chance. Best of luck!
