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.
A sales development manager 30-60-90 plan should improve team clarity before it promises dramatic pipeline growth. You need to understand the people, territory, definitions, systems, and downstream acceptance criteria before changing targets or process.
Days 1–30: Establish the Baseline
Meet every rep and key marketing, AE, operations, and enablement partner. Document funnel definitions, routing, service levels, quota mechanics, territory rules, tech stack, coaching cadence, and escalation paths.
Review a representative sample of calls and records. Build a baseline with cohort size, ramp status, data limitations, and definitions. Do not publish a league table from metrics you have not validated.
Deliverables: team skills map, funnel dictionary, routing map, capacity model, call-review rubric, and a prioritized risk log.
Days 31–60: Run Small Inspected Changes
Install consistent one-to-ones, call coaching, pipeline-quality review, and rep development plans. Choose one constrained experiment, such as improving meeting acceptance or reducing routing delay. Define the audience, owner, measurement window, guardrails, and rollback before launch.
Days 61–90: Make the System Repeatable
Publish the operating cadence, coaching standards, hiring scorecard, ramp checkpoints, and cross-functional decision log. Present what changed, what did not, and which uncertainties remain.
Weekly Manager Scorecard
Inspect rep development, pipeline quality, accepted-meeting definitions, coverage, routing exceptions, coaching completion, hiring, forecast of capacity, and partner commitments. Pair every metric with context.
Questions for Leadership
- Which outcomes does the team control?
- How are rejected meetings audited?
- What evidence supports headcount or territory changes?
- Which process changes require operations approval?
- What distinguishes a successful first quarter?
Compare the individual contributor SDR 30-60-90 plan, the closing-role AE ramp plan, and the cold-call scorecard for coaching anchors.