Beyond the 30-60-90
Beyond the 30-60-90
Why 30-60-90 day plans are important as a VP of Sales, and what else is missing
Hey there friends:
Inevitably - if you move into a sales leadership position, no doubt you’ve either been asked to or on your own put together a 30-60-90 - or what I prefer - a Thirty, 3-6-9 plan.
My preference is to look at this more as a 30-day, 3-month, 6-month, 9-month plan. There’s no shortage of 30-60-90 templates and thoughts out there and I’ve linked a few below.
But what happens AFTER the 90 days plan is put in place?
In this week’s edition of Stretch Weekly -
Learn how my MPST Quadrant shapes my strategy from the first 30 days as a VP of Sales in SaaS, and throughout each subsequent year after that.
Plus - bite-sized snippets from Will Barron, Scott Leese, Jordan Wan on why/what/how to properly structure your 30/60/90.
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
STRETCH SHARES
MPST Sales Leadership Quadrant
Some time ago, after wrestling with all the things I needed to do as a first time VP of Sales, and how to compartmentalize my daily, weekly, monthly tasks — I came up with a simple framework that has helped keep me in check.
Specifically:
Provide a check and balance when things get crazy (Am I spending time on things that matter?)
Recenter, reorganize and focus my direction (where does the business need me the most?)
Spot gaps to work on as a team and as leader (where do we have needs as a team, what can I help coach the team on?)
Plan for the new quarter, year etc.
I tend to need acronyms and weird word associations to help me remember things, but after trying to come up with something more clever — I kept referring to this by a simple abbreviation and it stuck.
Here’s what I’ve used ever since:
MPST
M = Metrics and Money
P = Process and People
S = Systems and Strategy
T = Teach and Train
STRETCH SNIPPETS
😎 Will Barron gives us a compelling reason to bring your custom 30/60/90 day plan to your interview.
And make sure you check out his sales plan template - on how to create a winning 30-60-90 Day plan.
💪 Jordan Wan with CloserIQ reminds us the main determant of successful VP of sales is the first 90 days. Summarized:
First 30 days: Learn
30-60 days: Build consensus and credibility with team and executives
60-90 days: Metrics, Action items, Feedback
🏄♂️ Scott Leese says a 30-60-90 is simply about learning, building and proving.
1) Learning: Industry, Product, Personnel
2) Building: Sales Playbook & Process
3) Proving: VP led sales
🧠 Mindset
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings, and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights, and experiences as well as best practices to overcome common hurdles, obstacles, and setbacks in your quest for excellence as a sales leader in SaaS.
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