90-Day Sales Plan Template
Quota is decided months before it's due — by the touches, discovery calls, and pipeline you build in weeks 1 through 8, not by heroics in week 12. This template runs your quarter on the activity numbers you control, with coverage as the guardrail and a score every Friday.
Close 100% of quota ($180k)
Lag measure: $180k closed-won by week 12
- Make 20 prospecting touchesDaily, Mon–Fri
- Hold 5 discovery callsWeekly
- Send 2 proposals with a close planWeekly
- Advance or disqualify every deal 14+ days staleWeekly
Hold pipeline coverage at 3.5x
Lag measure: Qualified pipeline ≥3.5x remaining quota every week
- Add $60k qualified pipelineWeekly
- Scrub the pipeline: kill zombies, re-stage the restFriday
- Multithread: add a second contact in 3 open dealsWeekly
The 12 weeks
On track — ≥85% means your goals take care of themselves.
↑ This preview is live — tick tactics and watch the score.
Every rep knows the quarter that dies quietly: the pipeline looks fine in week 3, feels a little thin in week 6, and by week 10 the math is impossible and everyone's discounting. The failure didn't happen in week 10. It happened in weeks 2 through 5, when prospecting slipped to service the deals already in flight — and nothing measured the slippage.
This plan measures it. Quota stays where it belongs, as the quarter's lag measure. The week-to-week plan is built entirely from lead measures: prospecting touches, discovery calls held, proposals sent, and pipeline added — each with a weekly number, each scored on Friday as completed versus planned. Coverage is the bridge between the two: keep qualified pipeline at 3–4x your remaining quota and week 12 becomes execution instead of prayer.
The preview below is a live week from this plan — the same scorecard a rep would close out on Friday afternoon.
What's inside this template
Work backwards from quota to a weekly number
The template's first worksheet is arithmetic: quota ÷ average deal size = deals needed; deals ÷ win rate = qualified opportunities; opportunities ÷ discovery-to-opp rate = discovery calls; calls ÷ meeting-book rate = touches. A $180k quota at a $15k ACV and 30% win rate needs roughly 40 qualified opps — which, at typical conversion, prices out to about 20 touches a day and 5 discovery calls a week. Once the math is done, the quarter stops being a target and becomes a rate, and rates can be scored weekly.
Coverage is the early-warning system
Closed-won tells you about the past; coverage tells you about week 12 while you can still change it. The template tracks qualified pipeline against remaining quota every Friday, with 3–4x as the healthy band (calibrate to your actual win rate — 3x coverage at a 25% win rate is a polite fiction). The weekly scrub keeps the ratio honest: a pipeline padded with 90-day-old 'maybes' will show 4x coverage right up until it shows 0.8x conversion. Killing a zombie deal improves your forecast; it just doesn't feel like it that Friday.
Prospecting is load-bearing in every week
The classic quarter shape — prospect hard in month one, close hard in month three — is exactly how month-one-of-next-quarter ends up empty. This template keeps the 20-daily-touch tactic alive all 12 weeks, including close weeks, and the Friday score makes any silent slippage visible within days. A touch is a real attempt to start a conversation: a researched cold call, a specific email, a voice note, a considered LinkedIn message. Sequences count; 'added to sequence' doesn't.
New territory? Run it as 30-60-90
If this quarter is a new role or a new patch, overlay the same plan on three phases. Days 1–30: learn — territory mapping, ride-alongs, win/loss reading, tooling, with light touch quotas. Days 31–60: full prospecting rate, first proposals out, coverage building toward the band. Days 61–90: full motion, closing what the first sixty days created. The weekly score runs from day one either way; only the tactic mix shifts at the phase boundaries. This doubles as the one-pager to bring to a sales interview.
How to use it
- 1
Do the quota math
Quota ÷ deal size ÷ win rate ÷ conversion rates = your weekly touch, call, and proposal numbers. Ten minutes that make the next twelve weeks scoreable.
- 2
Set the two goals
Closing goal (quota as lag measure) and coverage goal (qualified pipeline ≥3–4x remaining quota, checked weekly). Both live at the top of the plan.
- 3
Load the weekly tactics
Touches, discovery calls, proposals, pipeline added, stale-deal sweeps — each with a number, each answerable yes/no on Friday.
- 4
Protect the prospecting block
Book the daily touch block in the calendar before the quarter starts. Live deals will try to eat it in week 7; the block is not negotiable, the deal work fits around it.
- 5
Score Friday, scrub Friday
Execution score (completed ÷ planned, 85%+ on track) plus the coverage check in one 20-minute close-of-week. Log what blocked any miss.
- 6
Checkpoint at week 6
Half the quarter's data is in: re-run the math with your real conversion rates and adjust quotas — not the quota — for the back half.
Ready to run it? The template opens pre-filled in Pilot's free tier.
Use this template — freeFrequently asked questions
A 90-day sales plan converts a quarterly quota into weekly activity numbers a rep controls — prospecting touches, discovery calls, proposals sent, pipeline added — plus a coverage guardrail and a weekly execution score. Quota stays as the lag measure the quarter is judged on; the plan itself is built entirely from lead measures you can do something about on any given Tuesday.
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Use templateYour next 12 weeks start today
Plan your quarter, score your weeks, and hit your goals. Free for your first plan — no credit card.