Team/Manager Template Free

New Hire Sales Ramp Plan Template

A week-by-week roadmap for the first 90 days that ties activity milestones to the actual skills a new rep needs to master, not just a generic "shadow calls" checklist.

What's inside

Week-by-week structure for Weeks 1–12
Skill focus mapped explicitly to each week
Manager 1:1 cadence and check-in structure
Certification/milestone gates before independent selling
Weekly ramp KPI tracking table
Red-flag indicators by week that predict a missed ramp
Adjustable timeline for transactional vs enterprise deal cycles

Adjust week counts for deal-cycle complexity: compress to 6 weeks for transactional motions, extend to Week 16 for enterprise.

New Hire: _______________ Start Date: _______________ Role: _______________ Manager: _______________ Deal Cycle Type: Transactional / Mid-Market / Enterprise

Week 1 — Foundations (Skill focus: Product & Process Knowledge)

Systems access live: CRM, dialer, email sequencer, call-recording tool
Product/service certification module completed
ICP and buyer-persona document reviewed
Shadow 5 live calls across different deal stages, notes on language used at each stage
1:1 with manager: expectations conversation — what "good" looks like at 30/60/90
Milestone: Pass product-knowledge quiz (80%+ to proceed)

Week 2 — Messaging & Discovery (Skill focus: Discovery & Qualification)

Discovery-call framework training (qualification questions, pain-mapping)
Role-play 3 discovery calls with manager/peer, recorded and reviewed
Shadow 5 more calls, focused specifically on discovery-stage questioning
Build personal talk-track notes (own language, not a memorized script)
Milestone: Manager-scored role-play at 3/5 or above on discovery competency

Week 3 — CRM & Pipeline Mechanics (Skill focus: Pipeline & Territory Management)

CRM hygiene training: stage definitions, required fields, forecast categories
Territory/account list assigned and reviewed with manager
First 10–20 outbound touches made under supervision
Join first team pipeline review as an observer
Milestone: Can independently log a call and correctly stage a deal in CRM

Week 4 — First Live Reps, Supported (Skill focus: Discovery + Objection Handling)

First 5 live discovery calls taken solo, manager reviews recordings same day
Objection-handling drill session (top 10 objections for this product, live role-play)
1:1 with manager: Week 1–4 retro
Milestone: 30-Day Check-in — manager signs off candidate is ready for full call volume

Week 5–6 — Volume Ramp (Skill focus: Objection Handling & Follow-up Discipline)

Ramp to 75% of full targeted call/activity volume
Weekly call review with manager (2 recorded calls reviewed together)
First proposal/quote built and sent (manager-reviewed Week 5, independent by Week 6)
Milestone: First deal moved to late-stage pipeline (proposal or negotiation stage)

Week 7–8 — Full Activity, First Close Attempts (Skill focus: Negotiation & Closing)

Ramp to 100% of targeted activity volume
Negotiation/closing role-play session with manager or top performer
First close attempt (even if unsuccessful) — debrief immediately after
1:1 with manager: 60-Day Check-in against quota-relief expectations
Milestone: First deal closed-won, OR clear documented reasons and a specific plan to close the gap

Week 9–10 — Independent Full-Cycle Selling (Skill focus: Full-cycle deal management)

Running full pipeline independently; manager shifts from call-review to spot-check
Present one full deal walkthrough in team pipeline review
Peer-shadow a top performer for 2 calls at the new hire's weakest stage
Milestone: Pipeline coverage ratio at or above team standard (commonly 3–4x quota)

Week 11–12 — Full Ramp Complete (Skill focus: Consistency & Forecast Accuracy)

Forecast submission reviewed for accuracy against actual close (calibration check)
1:1 with manager: 90-Day Review — formal ramp-complete assessment against original scorecard competencies
Individual development plan set for next 2 quarters based on strongest/weakest competencies observed during ramp
Milestone: Rep is off ramp-relief quota and on full number

Manager 1:1 cadence during ramp

Weeks 1–4: twice weekly, 30 min
Weeks 5–8: weekly, 30–45 min
Weeks 9–12: weekly or biweekly, 30 min, shifting to standard cadence after Week 12

Weekly ramp KPIs (log every Friday)

Week	Activity vs Target	Pipeline Generated ($)	Deals in Late Stage	Manager Competency Score (1–5)	Notes

Red flags by week (escalate immediately)

Week 2: Can't articulate the core value prop unprompted
Week 4: Avoiding call reviews or making excuses for low activity
Week 6: Zero deals reaching proposal stage
Week 8: Defensive or dismissive in coaching conversations (cross-check against Coachability Self-Assessment score)
Week 10: Pipeline coverage under 2x quota with no credible plan to close the gap

How to use it

Copy this template per new hire, fill in the header fields, and walk through it week by week in your 1:1s — check off milestones live rather than retroactively so gaps surface while there's still time to course-correct.