Framework

30/60/90 plan template for new AEs

A one-page 30/60/90 plan for new UK SaaS AEs. Manager and AE sign on day 1; review against the plan in week 1, week 4, week 8, day 90. Adapt the specific outcomes for your product and motion.

Days 1-30: fluency

Objective: fluency. By end of day 30, the AE should be able to run a credible discovery call against your standard ICP without supervision; deliver the standard demo end-to-end with no SE support; pass MEDDPICC fluency check; navigate Salesforce / HubSpot for their territory.

WEEK 1
- HR / IT / security onboarding
- Product training (sessions 1-3)
- Sit in on three discovery calls and two demos
- Read the top 5 customer case studies
- Read the top 3 closed-lost post-mortems

WEEK 2
- Product training (sessions 4-6)
- Run the demo unrehearsed against manager + 1 peer; get feedback; rerun
- Competitive landscape briefing (top 3 competitors)
- Methodology briefing (MEDDPICC + the team's discovery framework)

WEEK 3
- Shadow active deals at multiple stages with peer AEs
- Run two recorded mock discovery calls; manager plays buyer
- Get feedback; rerun two more

WEEK 4
- Take ownership of 1-2 existing-pipeline opportunities (mid-stage, lower-stakes) under manager supervision
- Begin writing the territory plan (30-50 named target accounts, segmented by tier, with approach per tier)
- MEDDPICC fluency check with the manager
- 30-day review against this plan

WHAT THE AE SHOULD NOT DO
- Cold outbound at scale
- Unsupervised first calls with new prospects
- Anything competitive against an existing AE's accounts

Days 31-60: motion

Objective: independent execution. By end of day 60, the AE should be running 5-8 first meetings per week, generating their own outbound pipeline (30-50 percent of meeting volume), holding their own discovery and demo without SE support on standard deals, and forecast-call participating with their own commitments.

WEEK 5-6
- SDR pairing locked in
- Prospect-list build complete; named target accounts in CRM
- First independent outreach (LinkedIn + phone + email per the team's standard sequence)
- Documented territory plan finalised

WEEK 7-8
- Independent first meetings (5-8 per week)
- Manager joins one per week to coach in real time
- After-call debrief is the highest-leverage coaching moment in onboarding; do not skip
- 60-day review

BY END OF DAY 60
- 5-8 first meetings per week
- 2-3 opportunities qualified at MEDDPICC stage 2+ being worked actively
- AE participating in forecast call with own pipeline and own commitments

Days 61-90: ramp to attainment

Objective: start of meaningful attainment. By day 90, pipeline at 1x quarter-coverage with at least 25 percent at MEDDPICC stage 3 or beyond, every account in territory with a documented next step in CRM, and the AE has completed at least one deal-walkthrough presentation to peers.

WEEK 9-10
- Deal closure focus: work existing pipeline aggressively to close anything that can close in the ramp window
- Outbound continues; volume holding at 5-8 first meetings per week

WEEK 11-12
- Quarter-2 pipeline build; outbound volume increases
- Forecast credibility tested against actual outcomes

DAY 90 ASSESSMENT
- Pipeline coverage at 1x quota for upcoming quarter
- 25%+ of pipeline at MEDDPICC stage 3+
- Documented territory plan
- One deal walkthrough presented to peers
- Forecast accuracy week-over-week within 10 percent

What managers most often get wrong

  • Onboarding too long and too passive (six weeks of training without practice = AE not running deals until week 7)
  • No deal walkthrough requirement during onboarding (highest-signal coaching format)
  • Forecast credibility not assessed until quarter 1 ends (assess weekly from week 8)

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