New-Hire Ramp Content Checklist
The specific battlecards, scripts, and playbooks a new rep needs by day 30, 60, and 90 — nothing more, nothing missing — organized so onboarding doesn't dump the whole library on day one.
What's inside
- Day 1-30 foundational content list (pitch script, product one-pager, ICP guide, CRM cheat sheet, discovery script)
- Day 31-60 competitive and objection-handling content list (battlecards, full objection script, demo script, pricing guide, proposal template)
- Day 61-90 advanced/independent content list (segment playbooks, negotiation playbook, expansion talk track, prospecting playbook)
- A sign-off condition at the end of each phase before moving to the next
- A progressive-disclosure warning against front-loading content
- Master tracking table with owner and confirmation columns
The specific content a new rep needs by Day 30, 60, and 90 — organized so you hand over exactly what they can use right now, not the entire library on day one.
Day 1-30: Foundational (survive and start contributing)
- Company narrative / elevator pitch script (30-second and 2-minute versions)
- Product one-pager (what it does, who it's for, in plain language)
- ICP & persona guide (who we sell to, who the buyers/champions typically are)
- CRM & tool stack cheat sheet (how to log a call, update a stage, find a script)
- Discovery call script/question list (the questions every rep asks, in order)
- Internal org chart / "who do I ask about X" guide
- Objection-handling quick-reference — top 5 most common objections only
- Shadowing schedule — which calls to sit in on in weeks 1-4, and what to watch for in each
Sign-off to move to next phase: can deliver the elevator pitch unprompted and run a discovery call with a manager silently observing.
Day 31-60: Competitive & Objection Handling (run deals with support)
- Top 3-5 competitor battlecards (positioning, landmines, proof points)
- Full objection-handling script (top 10-15 objections, not just the top 5)
- Demo script / demo flow guide, segmented by persona if applicable
- Pricing & packaging guide, including standard discount approval thresholds
- Proposal template (see: Sales Proposal Template) and 2 real, anonymized example proposals
- Case study / proof-point library, tagged by industry and use case
- Deal-review framework — what a manager expects to hear in a pipeline review
Sign-off to move to next phase: has run at least one full deal cycle (discovery → proposal) with manager shadowing, and can handle the top 10 objections without a script in hand.
Day 61-90: Advanced / Independent (run deals solo)
- Segment-specific playbooks (if applicable — SMB vs. Mid-Market vs. Enterprise motion differences)
- Negotiation playbook (common concession asks, walk-away guidance, approval chain)
- Expansion/upsell talk track for existing accounts
- Referral-ask script
- Self-sourcing / prospecting playbook (building their own pipeline, not just working inbound)
- Renewal-risk signals guide (if carrying any account-management responsibility)
- Peer-coaching pairing — assigned a peer for ongoing call review, not just a manager
Sign-off to move to next phase (full ramp complete): manager verifies the rep can run a full deal cycle independently, forecast their own pipeline accurately, and knows where to find (or who to ask for) anything not explicitly covered above.
What NOT to Hand Over Before It's Needed
Don't front-load Day 61-90 content into week one "just in case" — a new rep with 40 tabs open and no sequencing skips everything. Progressive disclosure isn't a nice-to-have here; it's the difference between content that gets used and content that gets ignored.
Master Tracking Table
| Content Item | Ramp Phase | Owner | Delivered? | Rep Confirmed Understanding? |
|---|---|---|---|---|
(Duplicate this row for every content item above, per new hire.)
How to use it
Hand the rep only the Day 1-30 section in week one, use the sign-off condition to gate release of the next phase's content, and track delivery per new hire in the Master Tracking Table.