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 TemplateWhy This Works
Tells hiring manager: "I have done this before and I know what success looks like"
4 Mistakes That Kill Your Plan
Generic Sales Plan
"Month 1: Learn products. Month 2: Start selling. Month 3: Hit quota."
Too vague. Every candidate says this.
Unrealistic Goals
"Month 1: Close $500K in new business"
You will not even be cleared to sell solo in month 1. Shows you don't understand device.
All Talk, No Metrics
"Build relationships with surgeons"
HOW MANY surgeons? What does "build" mean? Be specific.
Ignoring the OR
No mention of case coverage or surgical observation
This is device sales, not pharma. OR credibility is everything.
The Framework (What Each Month Should Cover)
Month 1: Foundation (Learning + Observation)
Learn products, build OR comfort, shadow top rep
- 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
Pass product knowledge test, comfortable in OR, know top 10 accounts
Month 2: Supported Selling (Building Credibility)
Start covering cases with support, develop surgeon relationships
- 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
Covering cases independently (still supported), 3 surgeons trialing product
Month 3: Independent Production (Proving Yourself)
Run territory solo, hit first quota milestone
- 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
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
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
Target: 15 cases, $95K revenue, 1 account growth, 1 new trial
How to Present It
WHEN
Second or Final Interview
Bring printed copy + send PDF after
1-2 pages max (they will skim, not read every word)
DELIVERY
At End of Interview
"I put together a 30-60-90 day plan showing how I'd ramp in this territory. Mind if I walk you through it?"
3-5 minutes (hit highlights, not every bullet)
FOCUS
Metrics Over Activities
"By day 90, I'd cover 18 cases, generate $85K, and reactivate 1 account"
Just list tasks without measurable outcomes
What to Include (Checklist)
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
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 JobsGet medical sales jobs matched to your next move
Finished using this tool? Tell us the role, territory, and distance you want, and we will send relevant medical sales openings as they come in.
No full profile required to start. Every alert includes an opt-out link.