Interview Game-Changer

30-60-90 Day Plan
for Device Sales Interviews

Stand out from every other candidate. Show hiring managers you are thinking like an employee, not just an interviewee. Templates + examples included.

Get Template

Why This Works

67% of candidates who present a 30-60-90 day plan get offers
Shows you are thinking like an employee, not just an interviewee

Tells hiring manager: "I have done this before and I know what success looks like"

4 Mistakes That Kill Your Plan

Generic Sales Plan

❌ BAD EXAMPLE

"Month 1: Learn products. Month 2: Start selling. Month 3: Hit quota."

WHY IT FAILS

Too vague. Every candidate says this.

Unrealistic Goals

❌ BAD EXAMPLE

"Month 1: Close $500K in new business"

WHY IT FAILS

You will not even be cleared to sell solo in month 1. Shows you don't understand device.

All Talk, No Metrics

❌ BAD EXAMPLE

"Build relationships with surgeons"

WHY IT FAILS

HOW MANY surgeons? What does "build" mean? Be specific.

Ignoring the OR

❌ BAD EXAMPLE

No mention of case coverage or surgical observation

WHY IT FAILS

This is device sales, not pharma. OR credibility is everything.

The Framework (What Each Month Should Cover)

1

Month 1: Foundation (Learning + Observation)

Learn products, build OR comfort, shadow top rep

KEY ACTIVITIES:
  • Complete product training (online + hands-on)
  • Shadow top rep: 15-20 surgical cases
  • Meet 10-12 key surgeons (introduce yourself)
  • Learn instrumentation and implant systems
  • Observe OR protocol and sterile technique
  • Study territory: accounts, revenue, opportunities
SUCCESS METRICS:

Pass product knowledge test, comfortable in OR, know top 10 accounts

2

Month 2: Supported Selling (Building Credibility)

Start covering cases with support, develop surgeon relationships

KEY ACTIVITIES:
  • Cover 10-15 cases (with mentor support)
  • Schedule 1-on-1s with 8-10 surgeons
  • Identify 3 inactive accounts to reactivate
  • Learn competitive landscape (what they use now)
  • Attend 2-3 hospital committee meetings
  • Start building case pipeline
SUCCESS METRICS:

Covering cases independently (still supported), 3 surgeons trialing product

3

Month 3: Independent Production (Proving Yourself)

Run territory solo, hit first quota milestone

KEY ACTIVITIES:
  • Cover 15-20 cases independently
  • Reactivate 1 inactive account
  • Close first new surgeon (convert trial to commitment)
  • Attend 100% of scheduled cases (build reliability)
  • Generate $X revenue (based on territory quota)
  • Present product to 2 new prospects
SUCCESS METRICS:

Independent rep, hitting 60-80% of monthly quota, 1 new account won

Real Example: Orthopedic Joint Reconstruction

Month 1: Foundation

  • Complete Stryker Mako robotics training
  • Shadow Sarah (top rep) for 20 hip/knee cases
  • Meet 12 orthopedic surgeons in territory
  • Learn total knee, hip, and revision instrumentation
  • Study territory: $800K current, 3 inactive accounts

Month 2: Supported Selling

  • Cover 12 joint cases with mentor support
  • Schedule lunches with 8 surgeons (relationship building)
  • Identify why 3 accounts went inactive (contact former users)
  • Learn what Zimmer/DePuy products they currently use
  • Attend orthopedic committee meeting at Memorial Hospital

Month 3: Independent Production

  • Cover 18 cases solo (mix of established + new surgeons)
  • Reactivate Dr. Martinez (inactive 18 months)
  • Convert Dr. Patel from trial to committed Mako user
  • Generate $85K revenue (goal: 70% of $120K monthly quota)
  • Present Mako to 2 new surgeon prospects
90-DAY METRICS:

Target: 18 cases, $85K revenue, 1 reactivation, 1 new surgeon commitment

Real Example: Spine Device Sales

Month 1: Foundation

  • Complete cervical and lumbar system training
  • Shadow top rep for 15 spine cases (watch instrumentation)
  • Meet 10 spine surgeons + 5 neurosurgeons
  • Learn pedicle screw, cage, and biologics systems
  • Study anatomy: C1-S1, understand surgical approaches

Month 2: Supported Selling

  • Cover 10 spine cases with support (ACDF, TLIF, laminectomy)
  • Visit 8 surgeons: discuss case preferences and pain points
  • Map competitive landscape (Medtronic, NuVasive, Globus)
  • Identify 2 low-volume accounts for growth
  • Attend spine conference or local surgeon dinner

Month 3: Independent Production

  • Cover 15 cases independently
  • Grow Dr. Lee's usage from 2 cases/month to 4 cases/month
  • Win first trial case with new surgeon (Dr. Thompson)
  • Generate $95K revenue (target: 75% of quota)
  • Present new biologics product to 3 prospects
90-DAY METRICS:

Target: 15 cases, $95K revenue, 1 account growth, 1 new trial

How to Present It

WHEN

when

Second or Final Interview

format

Bring printed copy + send PDF after

length

1-2 pages max (they will skim, not read every word)

DELIVERY

delivery

At End of Interview

script

"I put together a 30-60-90 day plan showing how I'd ramp in this territory. Mind if I walk you through it?"

time

3-5 minutes (hit highlights, not every bullet)

FOCUS

focus

Metrics Over Activities

say

"By day 90, I'd cover 18 cases, generate $85K, and reactivate 1 account"

dont

Just list tasks without measurable outcomes

What to Include (Checklist)

Specific case count targets (Month 1: 15 cases, Month 2: 12 cases, Month 3: 18 cases)
Revenue goals tied to quota (Month 3: 70% of quota = $X)
Number of surgeons to meet/build relationships (10-12 in Month 1)
Competitive intelligence activities (learn what they use now)
Account growth targets (reactivate 1, grow 2, win 1 new)
OR credibility milestones (shadow → supported → independent)

Copy-Paste Template

**30-60-90 DAY PLAN: [Your Name] - [Specialty] Territory**

**MONTH 1: FOUNDATION (Learning + Observation)**
Goal: Product mastery, OR comfort, territory knowledge
- Complete [company] product training
- Shadow [top rep name] for 15-20 cases
- Meet 10-12 key surgeons (introduce, observe preferences)
- Learn instrumentation for [product line]
- Study territory: $XXK revenue, X accounts, X opportunities
Success Metrics: Pass product test, comfortable in OR, know top accounts

**MONTH 2: SUPPORTED SELLING (Building Credibility)**  
Goal: Cover cases with support, develop surgeon relationships
- Cover 10-15 cases (with mentor)
- 1-on-1 meetings with 8 surgeons (understand needs)
- Identify 2-3 growth opportunities (inactive/low-volume)
- Map competitive landscape ([competitor products])
- Attend hospital committee meetings
Success Metrics: Covering cases, 3 surgeons trialing, pipeline building

**MONTH 3: INDEPENDENT PRODUCTION (Proving Myself)**
Goal: Run territory solo, hit first revenue milestone  
- Cover 15-20 cases independently
- Reactivate 1 inactive account
- Close 1 new surgeon commitment
- Generate $XXK revenue (70-80% of monthly quota)
- Present product to 2 new prospects
Success Metrics: Independent, XX cases, $XXK revenue, 1 new account

**90-DAY TARGETS:**
• Total Cases: 40-50 covered
• Revenue: $XXK (X% of quarterly quota)
• Accounts: 1 reactivated, 1 new won, 2 grown
• Relationships: 15+ surgeon relationships built
Replace [bracketed items] with your specific details

Common Questions

Do I need this for every interview?

No. Bring it to 2nd/final interview. Phone screen = too early.

What if I don't know the quota?

Use percentages: "Month 3: Generate 70-80% of monthly quota." Shows you understand ramp.

Should I customize by specialty?

YES. Ortho plan ≠ spine plan. Use specialty-specific language (joint replacement vs pedicle screws).

What if they don't ask for it?

Offer it anyway at the end: "I brought a 90-day ramp plan if you'd like to see my approach."

Ready to Stand Out?

Create your profile and find device sales jobs matched to your specialty. Bring your 30-60-90 plan to interviews and win offers.

Find Device Jobs
Filter by specialty
Apply to 1st job free
Companies find you