New SDR Cold Call Ramp Plan (30-60-90)

A gated ramp plan. Reps don't advance on the calendar alone — they advance by passing skill gates scored against the Cold Calling Skill Level Rubric.

Days 1–5 — Orientation (zero live solo dials)

• Day 1: Product/ICP orientation. Listen to 10 recorded calls from Advanced/Master-level reps. No dialing.
• Day 2: Shadow 2 live call blocks using the Call Shadowing Checklist. Build first-pass call notes.
• Day 3: Script familiarization + role-play with manager — opener only, 10 reps.
• Day 4: Full mock call role-play (opener → discovery → objection → close) scored against the rubric. Must score 2+ (Developing) on Opening and Discovery to proceed.
• Day 5: First live dials — manager silently listening on every call. 15-dial minimum, no quota pressure.

Week 2 (Days 6–10) — Scripted, heavily supported

• Daily dial target: 25–30
• Daily debrief: 15 minutes, one moment reviewed (1:1 Coaching Template format)
• Skill focus: Opener + basic Discovery
• End-of-week gate: Score 3 (Proficient) on Opening in a scored live call before entering Week 3

Week 3 (Days 11–15) — Reducing script dependency

• Daily dial target: 35–40
• Introduce 10 min/day objection-handling drills on the 5 most common objections for this ICP
• Skill focus: Discovery follow-ups + objection acknowledgment
• Manager shadows one full block this week

Week 4 (Days 16–20) — Pre-30-day push

• Daily dial target: 40–50
• First formally logged quality-scored call (Call Monitoring Scorecard)
• Rep runs their own self-assessment before the manager's 1:1

Day 30 Gate — Certification

Requirements to advance (if not met: repeat the Week 4 pattern for up to 2 more weeks before escalating to the sales manager):

• Scores 3+ (Proficient) on Opening, Discovery, and Call Control in a live scored call
• Minimum 150 cumulative dials logged
• Has booked at least 1 real meeting independently
• Can name the ICP's top 3 pain categories from memory (Discovery Questions Bank categories)

Days 31–60 — Independent dialing, quota ramping in

• Daily dial target: 50–60, ramping to 50% of full team quota by Day 60
• Coaching cadence: 2x/week 1:1s, 1x/week shadow block
• Skill focus: Next-Step Securing + Resilience/Consistency across a full day
• Day 45 mid-check: re-score full rubric; expect movement toward Proficient across all 8 dimensions, not just the two trained first

Day 60 Gate

• Scores 3+ (Proficient) on at least 6 of 8 rubric dimensions
• Hitting 70%+ of full quota
• Meeting show-rate at or above team average
• No compliance/quality flags in the last 10 scored calls

Days 61–90 — Full ownership

• Daily dial target: full team standard
• Coaching cadence: 1x/week 1:1, monthly shadow
• Skill focus: whichever 2 dimensions scored lowest at the Day 60 gate
• Rep begins contributing to the team's objection/question library — what they're hearing that's new

Day 90 Gate — Graduation

• Proficient (3+) across all 8 rubric dimensions
• Hitting 100% of full ramped quota
• Manager sign-off to move to standard ongoing coaching cadence
• If not met: extend the ramp by 30 days with a named, narrow skill-gap plan. Do not let a rep "age out" onto full quota with unresolved fundamentals.