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.

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.

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