30-60-90 Day Skill Ramp Plan Template
A first-90-days ramp plan built around named skill milestones — Active Listening, Discovery, Qualification, Negotiation, Stakeholder Mapping — instead of raw activity quotas.
What's inside
- 3 phase blocks (Days 1-30 / 31-60 / 61-90), each built around named skill milestones instead of activity counts
- Checkable milestone criteria per phase (e.g. "scores 16+/24 on the Active Listening Checklist")
- A weekly practice-rep table with skill drilled, reviewer, and evidence captured
- Manager check-in fields at Day 30, 60, and 90
- A 90-day summary rollup and ramp verdict field
- A hand-off path into the standard IDP template
Why skill milestones, not activity quotas
Activity counts (calls dialed, emails sent) measure motion, not competency — a rep can hit every activity number in the first 90 days and still not be able to run discovery independently. This plan sequences the skills a new rep needs, in the order they compound, and uses activity only as the practice mechanism to build them — never as the finish line itself.
Rep name: ____________ Start date: ____________ Manager: ____________ Target role/level: ____________
Days 1-30 — Foundation skills: Active Listening + Discovery + Domain Fluency
Skill milestones (check off as demonstrated, not just "covered in training"):
- Can run a discovery call using the company's discovery framework with a manager silently observing (not leading)
- Scores 16+/24 on the Active Listening Skill Checklist across 3 self-recorded calls
- Can explain the product/service's core value prop in the customer's language, unprompted, without reading from a deck
- Can correctly name which skill is being tested in 8/10 objection-handling roleplay scenarios
Practice reps this phase: | Week | Practice rep | Skill drilled | Reviewed by | Evidence captured | |---|---|---|---|---| | 1 | Shadow 3 live discovery calls | Active Listening | Manager | Notes on 2 things noticed | | 2 | Run 2 discovery calls with manager silent-observing | Discovery | Manager | Recording + self-score | | 3 | Roleplay 10 objections from the swipe file | Objection Handling (skill-naming) | Peer | Self-score sheet | | 4 | Run first solo discovery call | Discovery + Active Listening | Manager | Recording + checklist score |
Manager check-in (Day 30): Milestones met? [ ] Yes [ ] Partial [ ] No — adjustment: ____________
Days 31-60 — Core skills: Qualification + Objection Handling + Early Negotiation
Skill milestones:
- Independently qualifies a deal using the team's framework and can defend the call-to-kill or call-to-pursue with evidence
- Handles at least 5 real objections live, correctly isolating the real objection before responding (manager-scored)
- Runs a full pricing conversation without escalating to manager for standard terms
- Has closed or advanced at least 1 deal to late stage solo
Practice reps this phase: | Week | Practice rep | Skill drilled | Reviewed by | Evidence captured | |---|---|---|---|---| | 5-6 | Qualify 5 live deals, present reasoning to manager | Qualification & Deal Strategy | Manager | Written qualification memo | | 7 | Handle live objections, debrief same day | Objection Handling | Manager | Call recording review | | 8 | Roleplay negotiation scenarios | Negotiation | Peer | Rubric self-score |
Manager check-in (Day 60): Milestones met? [ ] Yes [ ] Partial [ ] No — adjustment: ____________
Days 61-90 — Full-cycle skills: Stakeholder Mapping + Negotiation + Independent Close
Skill milestones:
- Has built and executed a stakeholder map on at least 1 multi-threaded deal (2+ contacts engaged directly)
- Scores "Competent" or higher on the Negotiation Skill-Level Rubric in a live-observed negotiation
- Has run a full cycle — discovery to close — solo, with manager only reviewing forecast, not sitting in
- Forecast for own pipeline is within an agreed % accuracy for the month
Practice reps this phase: | Week | Practice rep | Skill drilled | Reviewed by | Evidence captured | |---|---|---|---|---| | 9-10 | Map stakeholders on 2 active deals | Stakeholder Mapping | Manager | Written map + engagement plan | | 11-12 | Run live negotiation, self-score against rubric | Negotiation | Manager | Rubric score + recording | | 13 | Full-cycle close, solo | Discovery → Close, integrated | Manager | Deal review |
Manager check-in (Day 90): Milestones met? [ ] Yes [ ] Partial [ ] No
90-Day Summary (complete at Day 90)
| Phase | Skill Focus | Milestone Met? | Evidence |
|---|---|---|---|
| 1-30 | Active Listening + Discovery | ||
| 31-60 | Qualification + Objection Handling | ||
| 61-90 | Stakeholder Mapping + Negotiation |
Ramp verdict: [ ] Fully ramped — move to standard IDP cadence [ ] Extend ramp on a named skill for [N] more weeks [ ] Escalate — fundamental gap in a named skill
Next step: Transition this rep onto the standard Individual Development Plan (IDP) Template, carrying forward any milestone not yet met as their Q1 skill focus.
How to use it
Manager and new rep fill in the phase milestones together at kickoff, check off each milestone with real evidence (recording, memo, deal review) as it's demonstrated, and complete the check-in at Day 30/60/90 before handing off into the standard IDP.