When I send my candidates into job interviews, I insist that they bring a 30-60-90-Day Sales Plan…because then they are more likely to get the job. It’s been proven over and over again.
Discussing your plan for success with that medical sales manager psychologically puts him on your team and makes him more likely to hire you.
In the video below, I talk more about what a 30-60-90-Day Sales Plan does to help you get the job.
So…you must have one and you can put one together yourself…or get a template to create a 90-day plan for sales jobs here.
Most sales reps are familiar with 30-60-90-Day Sales Plans, but unbelievably, not all of them bring one to their job interviews. As a medical sales recruiter, I push all my candidates to create a 30-60-90-day plan for each job interview, and that’s one of the reasons my candidates are so consistently successful. In candidate comparisons, the one with the plan always wins. You have a lot to prove in the interview, and a well-written plan will help you do it. It’s part of the whole process of marketing yourself.
In the video below, I’ll tell you more about why 30-60-90-day sales plans are such a natural fit for medical sales jobs.
Recently, I had a conversation with a strong, articulate medical sales candidate who was still struggling with the interview process. He thought the interviews were going well, but he wasn’t making the cut and he didn’t understand why. After some questioning to pinpoint the problem, I discovered that he wasn’t bringing a 30/60/90-day plan.
A 30/60/90-day plan is a written outline of what you intend to do during the first 3 months on the job: training, learning your market/territory, and going after new sales. It’s an incredibly powerful tool in a medical sales interview because it provides some evidence for the hiring manager that you understand the job, you know what it takes to succeed, and you won’t pose a risk to his own continued employment. It doesn’t matter whether that manager is in laboratory sales, medical device sales, surgical sales, or medical software sales…he wants to know that you will be able to hit the ground running and produce results as a member of his sales team.
Some candidates are uncomfortable with the idea of using one because
(1) What if they make a mistake with it or it’s not complete? Will it kick them out of the process?
(2) What if the hiring manager doesn’t want to see the plan?
(3) What if there’s no opportunity to present it?
In this video, Peggy will show you why that thinking is faulty and exactly what to say in the interview to overcome all of these obstacles and successfully present the plan to the hiring manager. In the end, you’ll understand why bringing a 30/60/90-day plan is right for every interview–and you’ll never go into another medical sales interview without it.
Learn to write the 30/60/90-day plan that is proven to knock the socks off any medical sales hiring manager here: 30/60/90-Day Sales Plan
Is It Possible to Create a 30/60/90-Day Plan For Your Medical Sales Job Interview In Less Than 2 Hours?
A 30/60/90-day plan is a detailed outline of what you intend to do on the job in your first 3 months as an employee. It’s an overall strategy for success laid out in a step-by-step fashion that is specific to that company and that job. Although these plans are great for any job interview, they are especially effective in medical sales, pharmaceutical sales, medical device sales, laboratory sales, or other health care sales jobs. The more specific your plan is to the company, the better off you are, because you want the hiring manager to be able to visualize you working for him and being successful in the job.
As you might guess, it’s not easy to just whip one of these up in a hurry.
You probably won’t be able to create a plan in less than two hours on your own, but it’s entirely possible if you have some assistance in the form of coaching or a template. With a template, you don’t have to worry about the formatting or the steps. With coaching, you get some help with how to think about it, and where to go for resources, and what your overall focus should be.
Everything you need (templates, samples, and video coaching) is available at Career Confidential in the form of a 30/60/90-Day Plan for Sales Jobs and a separate 30/60/90-Day Action Plan that was created especially for non-sales jobs. Once you see what a good plan looks like, you can fill in the blanks with the specific information on the company that shows you’ve done your homework and you’ll be able to make a powerful impression in the interview.
Even though these plans are impressive on their own, they’re also impressive because the work that goes into them shows your energy, drive, and commitment. Most candidates won’t go to this much trouble before they even get the job—which is one more thing that puts you at the head of the pack.
If you want a plan that’s proven to get the job offer, you can get it here: 30/60/90-Day Sales Plan
The short answer is yes. A recruiter can and will absolutely help you put together a 30/60/90-day plan, especially an external recruiter whose paycheck depends on you getting the job.
The longer answer is also yes, but you have to do your part in making sure that happens. A good medical sales recruiter will point you in the right direction for your research on the company. But you also have to ask the right questions to get the recruiter to share with you what they believe and know about the company and the job.
What are some basic things you need to know to create a killer 30/60/90-day plan?
- What’s the greatest challenge for the position?
- Why is the position open?
- What has to happen for the role to be successful?
- Who has been hired for this position before?
- What made them successful at it (or not)?
These concepts are huge. They are going to help you think strategically about the role and create a plan of attack that will ultimately result in your success. And the candidate who asks them will make a very favorable impression on the recruiter.
A good recruiter will also be able to point you to essential resources to help you. Not just a home webpage address, but possibly a summary of the company, white papers on company products or services, or more. (But don’t forget the company’s LinkedIn page. That’s a tremendous resource, also.)
Even better, a smart candidate will have the recruiter review and critique the plan before it’s presented in the interview. The input you get could in fact be what makes you superior to all other candidates and get you the job offer.
Check out this free webinar to give you more insight into landing the medical sales job you want:
How to Get a Better Job – FASTER
The best time to present your 30/60/90-day plan is in your first face-to-face interview. In this difficult economy, many well-qualified people are applying for the same medical sales jobs that you are, so you’re going to want to come out of the gate strong. Don’t bother trying to bring it up during your phone interview—I don’t think you can present it well over the phone. I do think that you can email it to the hiring manager if you are trying to get the hiring manager’s attention and you’ve exhausted your other methods.
So, the optimum time to present your 30/60/90 is during your interview, when the hiring manager asks you something like:
- “What will you do during X amount of time?”
- “How do you think you will tackle this problem?”
- “How do you think you will be strategic in this job?”
- “Why do you think you’re a good fit for this job?”
- “How can you overcome this challenge?”
- “What will you do to educate yourself on this particular problem?”
- “How will you attack this particular problem?”
- “How will you decide which accounts to go see first?” (if you’re in sales)
- “How will you decide which problems to prioritize?” (if you’re in a management or operations role)
- “How will you work to make sure you provide the creative pieces that will make you successful in this role?” (if you’re in a creative position)
Basically, you’re presenting the plan when the hiring manager gives you an opportunity to talk about how you’ll go about this job—because the 30/60/90-day plan is a forward-looking document that outlines what you will do in the first 90 days after you’re hired. Why is this so great? Because it allows you to highlight your experience and understanding of the job in a much greater way than you will be able to by just answering interview questions. It helps the hiring manager to “see” you in the job by giving him a clear picture of what life will look like after you’re hired. It works for experienced candidates, it works for rookies, and it will work for you.
If you want a plan that’s proven, you can get it here: 30/60/90-Day Sales Plan
I don’t think it’s even possible to be “over-prepared” for your job interview. The better prepared you are, the more confident you will be–and that shows. Medical sales, laboratory sales, medical software sales, pharmaceutical sales, and medical device sales are all competitive areas, and you have to be ready. And especially in this job market, you’ve got to show up with your “A” game right off the bat to avoid getting eliminated from consideration. That means putting everything you’ve got into getting ready for your interview. When you think about your interview strategy, think about your goals. What do you want to accomplish in the interview?
- You want your potential boss to see how successful you are going to be in the job.
- You want to convince him that your product (you as a candidate) is the one he needs to solve his problem.
So, you’ve got to be able to address, with as much knowledge as you can, what the company’s issues are and how you are the best person to tackle them. That takes research and preparation. You’ve got to know what the company’s mission, goals, and biggest problems are.
The best way to showcase your interview preparation is with a 30/60/90-day plan. It’s a written outline of your tasks and goals for your first 3 months on the job. You have to do some pretty extensive background research to get one completed, but it’s worth it because it is the tool you need to accomplish your interview goals. Most people think about it in relation to sales jobs, but it’s completely adaptable to just about every job.
A 30/60/90-day plan shows the hiring manager that you’re going to be able to step right into the job without missing a beat. It helps him to see you in the job, because as you discuss your plan, you’ll be talking about you on the job. You’ll be able to demonstrate your communication and strategic thinking skills. You will be demonstrating your dedication and commitment to the company before you even have the offer.
That’s a significant amount of work, and a lot more than most candidates will do. But that’s exactly why this kind of “over-preparation” makes you stand out as a candidate who’s prepared for success.
Don’t forget to sign up for this FREE webinar: How to Get a Better Job – FASTER
And the hands-down, very best way to ensure that YOU are the best-prepared candidate is to construct a 30/60/90-day plan. It works for medical device sales, laboratory sales, pharmaceutical sales, medical software sales, or any kind of health care sales job.
A 30/60/90-day plan is a written outline of what you will be doing in your first 3 months on the job. It’s divided up into segments–
- your first 30 days, which are usually focused on training and the getting-to-know-everyone part;
- the next 30 days (the 60-day part), which is usually the getting-up-to-speed portion; and
- the last 30 days (the 90-day part), which is where you set goals for accomplishing on your own (like bringing in new accounts, going after new business, or otherwise contributing to the growth of the company).
These plans can be as detailed as you wish, or you can keep it simple. The important thing is to make it specific to the company you’re interviewing with. Not only does that allow you to demonstrate that you’ve done your homework on the company, it helps you talk to the hiring manager about specific things you’ll be doing, which helps him to see you in the job (which is half your battle).
Want more? They also help you have more control over your conversation with the hiring manager. It facilitates finding out what the hiring manger is really interested in, so that you can talk about what’s going to sell you as a candidate for the job.
The 30/60/90-day plan takes some effort to put together. The research on the company is the most extensive and time-consuming part (but you need to know that stuff anyway, right?) and then it takes some strategic thinking to actually write out the plan. But just the effort alone makes you shine in the interview because most candidates won’t go that far in thinking about their role at the company before they’ve even got the job. It makes the hiring manager look at you and think, “If this candidate will work this hard and show this much commitment to the company before we’ve even hired him, what will he do as an employee?” And THAT’S what you want him to think.
To really shine in the interview, you want to blow the hiring manager away with your focus, energy, initiative and dedication right from the start. The 30/60/90-day plan is the way to do that.
Here is a proven plan available for you, complete with samples, coaching, and an actual fill-in-the-blank template:
If you’d like more information on how to shine in the interview, sign up for my free training webinar, How to Answer Interview Questions.
Many candidates for medical sales and health care sales jobs ask “Should I bring my 30/60/90-Day Plan to the first interview?”. Folks who want to differentiate themselves but aren’t sure about the timing or etiquette involved in the hiring process wonder if they should bring the whole 30/60/90-day sales plan to the first interview, or if they’re better off waiting until the second one, so they’ll have something to ‘dazzle’ them with. Watch the video for my answer:
Get a 30/60/90-Day Plan that’s proven to work here: 30/60/90-Day Sales Plan
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