Use this as a working guide, not a passive read. Skim the sections, copy the frameworks, then connect the advice to a real role, interview, call, or account you are working on this week.
An AE 30-60-90 plan should show how you will become trustworthy with customers, opportunities, and forecasts. Avoid promising a closed-revenue number before you understand cycle length, territory, pipeline inheritance, and ramp policy.
Days 1–30: Learn the Decision Environment
Build a buyer map, product glossary, competitive hypotheses, stage definitions, qualification standard, and territory baseline. Listen to calls with a question: how does the team identify pain, confirm a decision process, or protect the next step?
Deliverables:
- Ten account briefs grounded in first-party evidence.
- Five call reviews with written observations.
- Two recorded discovery role-plays scored against one rubric.
- A CRM field and stage-definition checklist.
- A territory segmentation proposal for manager review.
Days 31–60: Run Inspected Opportunities
Begin discovery and prospecting with close coaching. For every opportunity, separate facts, hypotheses, gaps, owners, and next evidence. Review stage changes with your manager and learn why deals are disqualified.
Track discovery quality, next-step completion, stakeholder coverage, pipeline created under company definitions, stage aging, and forecast changes. Activity matters, but it should connect to opportunity evidence.
Days 61–90: Own a Repeatable System
Run a weekly territory review, opportunity review, forecast inspection, and skill practice. Identify pipeline coverage risk early. Produce one win/loss analysis and one experiment based on observed evidence.
Weekly Scorecard
Score product and buyer fluency, discovery, qualification evidence, multithreading, CRM accuracy, next-step control, pipeline creation, forecast judgment, and coaching application from 1–5. Attach an example to every score.
Manager Alignment Questions
- Which milestones define ramp here?
- What evidence permits a stage change?
- How are self-sourced and inherited pipeline evaluated?
- Which forecast category is most often misunderstood?
- When should an AE disqualify rather than nurture?
Use MEDDIC discovery questions to structure deal evidence, the BDR-to-AE promotion plan to assess readiness, and the Salesforce opportunity workflow to translate the plan into CRM discipline.
Extend the Ramp System
Technical sellers can adapt the cadence with the sales-engineer 30-60-90 plan. AEs can install the weekly pipeline review and use the MEDDPICC scorecard for evidence inspection.