90-Day New Rep Success Plan (Manager Edition)

90-Day New Rep Success Plan — Manager Edition

The manager-side commitments that make the rep's 30-60-90 plan actually achievable. Fill in and review with the rep at each phase boundary.

Phase 1: Days 1-30 — Foundation

I will teach:

• Our sales process stage-by-stage, using 2 real deals as examples
• How to use the CRM the way our team actually uses it (not just the generic training)
• Our discovery/qualification framework, with a live call demonstration
• How and when to escalate to me vs. peers vs. other departments

I will review:

• Daily: activity metrics (calls/emails logged) — 5 minutes, async is fine
• Weekly: 1 recorded call together using the New Rep Call Review Rubric
• Weekly 1:1: 30 minutes, half progress / half open questions

I will unblock:

• All tech stack access confirmed working by day 1 (see New Hire Tech Stack Checklist)
• Introduce them to 3 people they'll need cross-functionally (CS, Solutions, Legal/contracts)
• Remove them from any deal/quota pressure conversations until day 30

Success checkpoint before advancing to Phase 2:

• Day-30 Skill Gap Diagnostic completed — no more than 2 domains in the "Critical" band
• Rep has shadowed at least 5 live calls and reverse-shadowed at least 2

Phase 2: Days 31-60 — Applied Practice

I will teach:

• Objection handling specific to the objections THEY are actually hearing (not generic ones)
• Negotiation basics relevant to our deal sizes/structures
• How to multi-thread and identify additional stakeholders in a live deal

I will review:

• Weekly: 2 recorded calls using the rubric (increase from 1)
• Weekly: pipeline review — are they qualifying correctly, not just generating activity
• Bi-weekly 1:1: add a career/skill-development conversation, not just deal review

I will unblock:

• Pair them with a top-performing peer for 2 live call shadows this phase
• Give explicit permission to bring me into a live deal if they're stuck — remove the fear of "looking bad"
• Flag and address any tech stack or process friction they've hit by now

Success checkpoint before advancing to Phase 3:

• Average rubric score of 3.5+/5 across the last 4 reviewed calls
• At least 1 self-sourced qualified opportunity in active pipeline
• CRM hygiene consistently accurate (spot-checked, not just self-reported)

Phase 3: Days 61-90 — Independent Ramp

I will teach:

• How to forecast their own pipeline accurately (not just optimistic)
• Territory/account planning for sustainable pipeline generation beyond ramp
• Where they sit relative to team benchmarks, and what "good" looks like at 6 and 12 months

I will review:

• Weekly 1:1 returns to standard cadence (30 min, pipeline + coaching)
• 1 recorded call per week continues through month 6, not just to day 90
• Full re-run of the Skill Gap Diagnostic at day 90

I will unblock:

• Set an explicit, realistic quota ramp (not full quota on day 91 if the plan assumed a slower ramp)
• Confirm they know who to go to for each type of deal blocker going forward
• Have the "what's next for your development" conversation — this is also a retention moment

Success checkpoint — full ramp complete:

• Day-90 Skill Gap Diagnostic: no domains in "Critical" band, at least 4 of 6 "On Track"
• Meeting or exceeding the agreed ramp-quota target for month 3
• Rep can run a full call cycle without manager/peer support

Manager signature: ______ Date: ______ Rep signature: ______ Date: ______