30-60-90 Day Sales Onboarding Plan Template

Ready to copy, fill in, and hand to a new hire on day one

New Hire: _______________ Role: _______________ Manager: _______________ Start Date: _______________ Territory/Segment: _______________ Quota Start Date: _______________

---

Phase 1 — Days 1–30: Foundation

Goal: understand the product, the customer, the process, and the tools well enough to run supervised reps of the real job.

Week 1 — Orientation & Product

• Focus: Company, product, and market fundamentals
• Activities: ___________________________ (e.g., product certification course, shadow 5 customer calls, complete CRM/tool setup)
• Milestone/KPI: ___________________________ (e.g., pass product certification quiz)
• Manager check-in questions: "What's the one thing about our product/customer you understood today that you didn't yesterday?" / "What's confusing you right now that we can clear up before week 2?"

Week 2 — Process & Playbook

• Focus: Sales process, methodology, and internal tools
• Activities: ___________________________ (e.g., shadow 5 more calls across different deal stages, complete CRM hygiene training, review 3 closed-won and 3 closed-lost deals)
• Milestone/KPI: ___________________________ (e.g., can explain the full sales process stage-by-stage unprompted)
• Manager check-in questions: "Walk me through our process in your own words." / "What would you have done differently on one of the calls you shadowed?"

Week 3 — Messaging & Roleplay

• Focus: Value proposition, competitive positioning, objection handling
• Activities: ___________________________ (e.g., 3 roleplay sessions with manager, competitive battlecard review, first supervised outreach)
• Milestone/KPI: ___________________________ (e.g., pass discovery roleplay assessment)
• Manager check-in questions: "What objection are you least confident handling right now?" / "What's your version of our pitch — not the script, your version?"

Week 4 — First Live Reps

• Focus: Supervised live activity begins
• Activities: ___________________________ (e.g., first live cold calls with manager listening, first discovery call co-run with manager)
• Milestone/KPI: ___________________________ (e.g., X activity units completed, first opportunity created)
• Manager check-in questions: "What surprised you about the real conversation vs. the roleplay?" / "What do you need from me to be fully independent next month?"

DAY 30 GATE — Exit Criteria to Enter Phase 2

• Product/process certification passed
• Minimum ___ calls/meetings shadowed and debriefed
• Discovery roleplay assessment passed
• CRM hygiene independently maintained for one full week
• If not met: escalate to manager for a documented remediation plan before Phase 2 begins — do not proceed on a fixed calendar regardless of readiness.

---

Phase 2 — Days 31–60: Application

Goal: run the full motion independently, with coaching, and start building a real pipeline.

Week 5–6 — Independent Prospecting

• Focus: Self-sourced pipeline generation
• Activities: ___________________________ (e.g., independent outreach at full cadence, first self-sourced meetings booked)
• Milestone/KPI: ___________________________ (e.g., ___ self-sourced meetings booked by end of week 6)
• Manager check-in questions: "What's working in your outreach that you'd keep doing? What's not?" / "Where's your pipeline thin, and why?"

Week 7 — First Deals in Motion

• Focus: Running discovery and early-stage deals with reduced supervision
• Activities: ___________________________ (e.g., manager shadows one call per week instead of every call, first proposal/business case drafted)
• Milestone/KPI: ___________________________ (e.g., ___ opportunities in pipeline, first proposal sent)
• Manager check-in questions: "Which deal in your pipeline are you least confident about, and why?" / "What did you do in discovery this week that you're proud of?"

Week 8 — Forecast Discipline

• Focus: Pipeline hygiene and forecasting accuracy
• Activities: ___________________________ (e.g., first solo forecast submission, reviewed against manager's read of the same pipeline)
• Milestone/KPI: ___________________________ (e.g., forecast variance under ___% vs. manager's independent read)
• Manager check-in questions: "Why did you call that deal Commit?" / "What would make you less confident in this forecast?"

DAY 60 GATE — Exit Criteria to Enter Phase 3

• Minimum ___ self-sourced meetings booked
• Minimum ___ opportunities created and actively managed
• First forecast submitted with variance under ___%
• No unresolved coachability flags from weekly check-ins
• If not met: manager and new hire jointly build a specific 2-week catch-up plan naming the exact gap (activity volume vs. skill vs. process) using the Leading vs Lagging Indicator Framework to diagnose it.

---

Phase 3 — Days 61–90: Production

Goal: operate at full independence and hit an early, realistic production target.

Week 9–10 — Full Independent Motion

• Focus: Running the complete cycle unsupervised
• Activities: ___________________________ (e.g., full pipeline ownership, first negotiation handled solo)
• Milestone/KPI: ___________________________ (e.g., ___ deals in late-stage pipeline)
• Manager check-in questions: "What do you no longer need my help with that you did 30 days ago?" / "What's the biggest risk to your quarter right now?"

Week 11 — First Closes

• Focus: Converting pipeline to revenue
• Activities: ___________________________ (e.g., first closed-won deal, first realistic full-quarter forecast)
• Milestone/KPI: ___________________________ (e.g., first deal closed-won)
• Manager check-in questions: "What did closing that deal teach you about our process that training didn't?"

Week 12 — 90-Day Review

• Focus: Formal ramp review against full targets
• Activities: ___________________________ (e.g., formal 90-day review meeting, ramp retrospective, next-quarter goal-setting)
• Milestone/KPI: ___________________________ (e.g., ___% of full quota pace, on track for full ramp by month ___)
• Manager check-in questions: "On a scale of readiness, where are you against a fully ramped rep, and what's the gap?"

DAY 90 GATE — Exit Criteria for Full Ramp

• At or above ___% of full-quota pace
• At least one closed-won deal, fully self-sourced through close or substantially self-managed
• Forecast accuracy consistently within ___% for two consecutive submissions
• Manager sign-off that the rep can operate the full cycle without supervision
• If not met: move to a documented extended-ramp plan with a new 30-day checkpoint rather than defaulting the rep onto the standard quota clock.