Team/Manager Template Free

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

A day-by-day and week-by-week 90-day ramp plan with dial targets, coaching cadence, and hard skill gates that take a new cold caller from scripted and supervised to genuinely skilled and quota-carrying.

How to use it

Assign this to every new SDR/BDR on Day 1, track gate outcomes in writing at Day 30/60/90, and treat a missed gate as a signal to extend and narrow the plan, not to quietly wave the rep through onto full quota.

What's inside

Days 1–5 orientation block: shadowing, mock calls, first live dials with silent supervision
Week-by-week dial targets and skill focus for Weeks 2–4
Day 30 Certification Gate with 4 pass/fail requirements
Days 31–60 independent ramp with 2x/week coaching cadence and a Day 45 mid-check
Day 60 Gate requirements tied to the Skill Level Rubric
Days 61–90 full-ownership phase and Day 90 Graduation Gate
Escalation rule for reps who don't pass a gate on schedule

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.