A 30-60-90 day sales plan is a written document outlining what you will do as an employee within the first 3 months of your employment. It’s broken up into sections: the first 30 days usually includes training, as well as getting to know the company and customers; the next 30 days are more focused on getting out on your own and into the swing of things; and the last 30 days are often more about branching out and bringing in new business.

One of the nation's leading medical sales recruiters, Peggy McKee, encourages all of the people she sends to companies for interviews to create this kind of document and learn how to present it. It really sets them apart from other candidates, and the ones who have done it usually see tremendous results. What makes it so important? Why does it make such a huge difference?

1. It shows get-up-and-go. You are already doing something that’s not required, but that would be helpful. It gives hiring managers a clear idea of what they can look forward to if they hire you—an outstanding, take-charge, thoughtful, focused employee.

2. It shows preparedness. A 30/60/90 day sales plan can’t be done at the last minute. Creating one shows you are planning ahead, and know how to budget your time. Expending this much effort just for the job interview portends a high-performer once hired.

3. It shows your written skills. That’s critical. It shows your written communication skills, your Word Document skills, and your ability to put across a cohesive mesage. It shows that you know how to impress.

4. It illustrates that you have done your homework. You have invested energy and time to learn about the company. When you can list specific things relating to the company in your plan (types of clients, types or even names of competitors, top products, customer-relationship management systems, what their initiatives are or what their credo is) it presents you as a very desirable candidate who is interested in THIS job, not just any job .

5. It shows you know a lot about the duties and responsibilities of the job. You are writing down your plans for what you will get done in the first 3 months. You know what’s going on, and what you’re getting into.

6. When you present a 30 60 90 day sales plan correctly during the interview, it shows that you can control a client-customer interaction or a presentation, that you can effectively communicate the points you want to make, and that you can gather information because hopefully you’re asking questions as you present it.

Then, if you re-send the 30/60/90 day sales plan along with your thank you note after the interview is over with the changes that the manager has suggested during your presentation, it shows follow-up–along with focus, presentation, communication, and all those qualities that make a great employee…and THAT’S how you get the job offer.

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