Sales Team Training Plan: A Free Template and 90-Day Schedule
What goes in a sales team training plan, how to structure the 30/60/90 days, and a free editable template you can adapt to your team size.
A sales team training plan is a written schedule that maps what each rep learns, when, and how it is measured. A workable plan covers a 30/60/90-day arc with kickoff workshops in week one, weekly reinforcement coaching, and a measurable behavior goal each month. The industry benchmark for sales rep ramp time is 5.3 months per Bridge Group, and a documented plan typically shortens that by 25 to 40%.
What is on this page
What a sales team training plan should include
A workable plan has eight sections. The selling process and stage definitions. The methodology being taught and why. The curriculum schedule with topics, sessions, and dates. Role assignments for who facilitates each session. The reinforcement coaching cadence. The success metrics and baselines. The technology and tools used. And a quarterly review and refresh schedule.
Plans that skip the role assignments or the success metrics tend to drift inside 60 days. Both sections force the kind of pre-commitment that prevents the program from quietly degrading.
The 30/60/90-day structure
Days 1-30: foundations
Methodology kickoff workshop in week one. Daily product, tool, and CRM training in weeks two and three. Ride-alongs with the founder or senior rep in week four. By day 30, the rep should be able to explain the selling process, the qualification criteria, and the product positioning without notes.
Days 31-60: applied practice
Rep takes their first live calls under coach observation. Weekly debriefs with the manager. Role-play sessions twice per week on the highest-leverage skill (usually discovery or objection handling). By day 60, the rep should be running discovery calls solo and starting to qualify opportunities through the early stages.
Days 61-90: independent execution
Rep owns their pipeline. Manager coaches on live deals, not on hypotheticals. Weekly forecast accountability. By day 90, the rep should be hitting at least 50% of full quota equivalent and be on track to full ramp by month 5 or 6.
How to assign roles inside the plan
The four roles to name explicitly. The program owner (usually the sales manager or the founder if no manager yet). The curriculum facilitator (external provider for methodology, internal for product and tools). The deal coach (manager). The metric owner (RevOps if you have it, otherwise the program owner). Roles unassigned are roles unowned, which is how plans quietly stall.
KPIs to track in each phase
Days 1-30: completion of curriculum modules, score on methodology knowledge check, first-call observation rubric. Days 31-60: number of discovery calls run independently, qualification accuracy on early-stage opportunities, role-play scores. Days 61-90: pipeline coverage, conversion rate from discovery to qualified opportunity, percentage of full quota equivalent.
How to adapt the plan to your team size
For 2 to 5 reps, run the plan informally with the founder as the program owner. For 6 to 15 reps, the sales manager owns it and the cadence becomes biweekly group sessions plus weekly 1-on-1s. For 16 to 50 reps, the plan formalizes into a cohort structure with the manager as program owner and an external partner running the methodology layer.
Download the template
An editable 30/60/90-day template is included in our "How to Train Your Sales Team" PDF download, available free below. The template covers the curriculum schedule, role assignments, KPI definitions, and a sample plan for a 6-rep team.
Providers in this category
Six vetted providers that bring proven curricula and templates to the 30/60/90 structure.
Behavioral selling system built on ongoing reinforcement, not one-shot workshops. 230+ offices in 30+ countries.
Action Selling 9-skill process. Acquired by Sales Empowerment Group in 2023. Streamlined for SMB.
Research-led methodology drawn from 700+ B2B purchase studies. Strong virtual-selling content set.
Custom-designed sales training. 8 years on Training Industry Top list. Inc. 5000 honoree.
ValueSelling Framework. Selling Power Top consistently. Strong global delivery in B2B tech.
Colleen Francis Sales Accelerator System for founder-led growth. Hall of Fame inductee.
Frequently asked questions
What goes in a sales training plan?
The selling process, methodology, curriculum schedule, role assignments, coaching cadence, success metrics, tools list, and quarterly refresh schedule. Eight sections.
How long should a sales training plan be?
8 to 15 pages for an SMB team. Longer plans rarely get followed. Shorter plans usually miss the role assignments or success metrics that prevent drift.
What is a 30/60/90 sales training plan?
A structured 90-day onboarding arc broken into three 30-day phases: foundations, applied practice, and independent execution. Each phase has its own curriculum, coaching cadence, and KPIs.
Do I need a separate plan for new hires vs existing reps?
Yes. New hires need a 90-day onboarding plan. Existing reps need a quarterly skill-refresh plan plus an ongoing coaching cadence. The same provider often delivers both.
How often should I update the plan?
Quarterly review with annual rewrite. Stage definitions, qualification criteria, and methodology assumptions all drift as the business evolves.
What KPIs should I track?
Days 1-30: curriculum completion and observation rubric scores. Days 31-60: discovery call volume and qualification accuracy. Days 61-90: pipeline coverage and percentage of full quota equivalent.
Can I use this template if I am a solo founder?
Yes. The founder is the program owner, the curriculum facilitator, and the deal coach for the first 1 to 2 rep hires. The template still works, it just collapses the role assignments to one person.
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