New Rep Methodology Ramp Checklist
A day-by-day 30/60/90 certification gate that gets a new hire fully trained, role-play certified, and supervised on live calls before they run a discovery call alone.
How to use it
Print one copy per new hire, have the manager initial each milestone as it's completed, and treat the Day-60 sign-off as a hard gate before any unsupervised live call.
What's inside
- Days 1-30 foundation checklist (8 items) including terminology quiz and shadowing quota
- Days 31-60 certification checklist (7 items) including role-play scoring thresholds
- Days 61-90 supervised live-call checklist (6 items) including co-pilot review and CRM spot-checks
- Manager sign-off gates at Day 30, 60, and 90
- Certification tracker table with target dates and scores
- Hard rule against unsupervised live calls before the Day-60 sign-off
Use this to certify a new hire on your sales methodology (MEDDIC, MEDDPICC, Challenger, Sandler, or your internal blend) before they run a single live, unsupervised discovery call. Every box in Days 1–60 must be checked before Day 61 begins. This is a gate, not a suggestion, a new rep with an open calendar and no certification is a pipeline hygiene problem three months before anyone notices.
New rep name: _______________ Manager: _______________ Start date: _______________ Methodology: _______________
Days 1–30: Foundation & Language
- Complete methodology fundamentals training (self-paced module or live session), signed off by manager
- Pass a written terminology quiz at 80%+ covering every core element (for MEDDIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion; for MEDDPICC add Paper Process and Competition; for Challenger: Teach, Tailor, Take Control)
- Shadow 5 live discovery calls with a certified rep; complete a shadow-notes template after each (what qualification element did the rep surface, and how)
- Shadow 3 deal reviews or forecast calls
- Review 3 anonymized "gold standard" call recordings or transcripts from the team's call library
- Verbal spot-check: can recite every methodology element and its definition from memory, no notes, in front of manager
- Complete CRM field-mapping training: can state exactly which CRM field captures which qualification element without looking it up
- Manager sign-off: Foundation Complete: Date: _____ Initials: _____
Days 31–60: Applied Practice & Certification
- Complete a minimum of 5 Tier 1 scenarios from the Methodology Certification Role-Play Scenario Bank, each graded against the standard rubric
- Score 80%+ average across Tier 1 role-plays
- Complete 2 Tier 2 scenarios, scoring 75%+
- Deliver one full 30-minute mock discovery call to a manager/peer panel, graded on the complete rubric
- Complete an objection-handling drill: minimum 10 reps against the team's most common objections, using methodology-consistent responses
- Write up one full qualification summary on a real or shadowed deal covering every methodology element, reviewed and approved by manager
- Manager sign-off: Certification Complete, Rubric score attached. Date: _____ Initials: _____
Days 61–90: Supervised Live Application
- First live discovery call is co-piloted: manager or senior rep silently observes live, or reviews the recording within 24 hours
- Complete a post-call qualification debrief (using the methodology template) within 24 hours of each of the first 5 live calls
- Manager scores recordings of the first 5 live calls against the full rubric: average must reach 75%+ to graduate supervision
- CRM fields are completed correctly (spot-checked by manager) on the first 10 deals with zero corrections needed
- Rep teaches back one methodology element to the next new-hire cohort (confirms real, not memorized, understanding)
- Final sign-off: Full Certification, cleared for unsupervised live discovery calls. Date: _____ Initials: _____
Certification tracker
| Milestone | Target Day | Status | Score | Sign-off Date |
|---|---|---|---|---|
| Foundation Complete | 30 | |||
| Certification Complete | 60 | |||
| Full Certification | 90 |
The hard rule: a new rep does not run a live, unsupervised discovery call before Day 60's sign-off exists on paper. If a manager is tempted to skip a box because the rep "seems ready," that instinct is exactly the failure mode this checklist exists to prevent, gut-feel readiness is what got replaced by certification in the first place.