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Your 30 60 90 day plan for Inside Sales, in numbers.

A 30 60 90 day plan holds up better as a list of what to count. Start on day 1 and your first review has real numbers in it. Interviewing? Bring the same plan and swap in the company’s targets.

Julie, Founder, Clicking Nook. Updated November 2026.

What to watch, month by month

  1. Days 1 to 30

    Build the habit

    Log every call and conversation from your first day, even the slow ones. Nobody expects big numbers yet. You’re setting the baseline everything else gets measured against.

    Watch: Calls made, Conversations, Follow-ups sent

    By day 30, you know your connect rate.

  2. Days 31 to 60

    Build pipeline

    Get quotes out and keep them moving. This month’s quotes predict next month’s orders.

    Watch: Quotes sent, Quote value, Meetings set

    By day 60, you know how many quotes it takes to win an order.

  3. Days 61 to 90

    Show results

    Orders should be coming in from last month’s quotes. Early wins, even small ones, are what managers remember at 90 days.

    Watch: Orders won, $ booked, New accounts opened

    By day 90, you can say what you booked and how you got there in 2 sentences.

What to track

Start with these 5

  1. Calls made Daily

    The first activity number most inside sales managers look at. Compared across the team each week to see who is ramping and who needs coaching.

  2. Conversations Daily

    Counts calls where you actually talked with a buyer, not voicemails. Divided by calls made to get your connect rate.

  3. Quotes sent Daily

    In distribution and manufacturing, a quote is the clearest sign of real demand. Tracked against orders won to see your quote-to-order conversion.

  4. Orders won Weekly

    The outcome your activity is supposed to produce. Reviewed weekly next to quotes sent and against your ramp targets.

  5. $ booked Weekly

    Usually the number your quota and commission are built on. Rolled up against quota for the month and quarter.

Add these when you’re ready

  1. Quote value Weekly

    Shows the size of the pipeline you are building, not just the count. Used to forecast what could close in the next 30 to 60 days.

  2. Follow-ups sent Daily

    Most quotes close after the second or third touch. Checked when quotes are piling up without turning into orders.

  3. New accounts opened Weekly

    New logos are how inside reps grow a territory. Tracked monthly as a sign you can create business, not just take orders.

  4. Meetings set Weekly

    If you support outside reps or a director, appointments you set are how they see your value. Counted per outside rep or territory to judge how well inside and outside work together.

  5. Customer issues solved Daily

    Inside reps often own expedites, backorders, and order problems. Shows up in reviews as account retention and customer trust.

Selling software or services? Read quotes as demos or proposals. The habit is the same.

Day 90, written down

An Inside Sales Representative at a distributor, 90 days in.

  1. Calls made

    2,670

  2. Conversations

    743

  3. Quotes sent

    307

  4. Orders won

    48

  5. $ booked

    $51,434

  6. Quote value

    $151,970

  7. Follow-ups sent

    535

In my first 90 days I made 2,670 calls and had 743 conversations with buyers. I sent 307 quotes worth $151,970, won 48 orders and booked $51,434.

Example. Sample numbers.

What to leave out

  • Customer names and account lists.
  • Pricing, margin and the terms on a quote.
  • Dollar figures, if your employer treats revenue as confidential. Keep the counts instead.
  • Copies of company files. Write totals down by hand. Don’t export reports, forward email to yourself or screenshot your CRM.

Anything else your employer would call confidential stays out too. Your employment agreement and handbook have the final word.

Start today

  1. Open a note on your personal phone, never a work phone.
  2. Write down the 5 numbers above and tally them at the end of each day.
  3. On Friday, add one line about your best win. No customer names.

Or pick Inside Sales in Unhumble and these metrics are ready to tap.

Logging stays free. A pass opens every total, more bullets and your Review Report.

Unhumble’s Today screen: Calls made 7, Conversations 2, Quotes sent 1, Follow-ups sent 1, then this week’s Orders won, $ booked and Quote value.

Sample data.

Keep reading

Bring the receipts.

Unhumble is on the App Store for iPhone. Put it on your personal phone and start logging today.

Questions: support@clickingnook.com