# 90-Day New Rep Success Plan (Manager Edition)

> The manager-side commitment plan that mirrors a new rep's 30-60-90: exactly what you'll teach, review and unblock in each phase, with a pass/fail checkpoint before advancing.

Free template for sales managers. Topic: [Onboarding & Ramp](https://www.peerlab.ai/library/topic/onboarding-ramp/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/90-day-new-rep-success-plan-manager-edition/

## How to use it

Fill in and review this alongside the rep's own 30-60-90 plan at each phase boundary, and don't advance to the next phase until the listed success checkpoint is actually met.

## What's inside

- Phase 1 (Days 1-30) manager commitments, teach / review / unblock
- Phase 1 success checkpoint (Skill Gap Diagnostic gate)
- Phase 2 (Days 31-60) manager commitments, teach / review / unblock
- Phase 2 success checkpoint (3.5/5 rubric average + self-sourced pipeline)
- Phase 3 (Days 61-90) manager commitments, teach / review / unblock
- Phase 3 success checkpoint (day-90 diagnostic re-run + quota ramp target)
- Manager/rep sign-off block
- Review cadence detail across all three phases (daily/weekly/bi-weekly)

# 90-Day New Rep Success Plan, Manager Edition
The manager-side commitments that make the rep's 30-60-90 plan actually achievable. Fill in and review with the rep at each phase boundary.

## Phase 1: Days 1-30: Foundation

**I will teach:**
- [ ] Our sales process stage-by-stage, using 2 real deals as examples
- [ ] How to use the CRM the way our team actually uses it (not just the generic training)
- [ ] Our discovery/qualification framework, with a live call demonstration
- [ ] How and when to escalate to me vs. peers vs. other departments

**I will review:**
- [ ] Daily: activity metrics (calls/emails logged): 5 minutes, async is fine
- [ ] Weekly: 1 recorded call together using the New Rep Call Review Rubric
- [ ] Weekly 1:1: 30 minutes, half progress / half open questions

**I will unblock:**
- [ ] All tech stack access confirmed working by day 1 (see New Hire Tech Stack Checklist)
- [ ] Introduce them to 3 people they'll need cross-functionally (CS, Solutions, Legal/contracts)
- [ ] Remove them from any deal/quota pressure conversations until day 30

**Success checkpoint before advancing to Phase 2:**
- [ ] Day-30 Skill Gap Diagnostic completed: no more than 2 domains in the "Critical" band
- [ ] Rep has shadowed at least 5 live calls and reverse-shadowed at least 2

## Phase 2: Days 31-60: Applied Practice

**I will teach:**
- [ ] Objection handling specific to the objections THEY are actually hearing (not generic ones)
- [ ] Negotiation basics relevant to our deal sizes/structures
- [ ] How to multi-thread and identify additional stakeholders in a live deal

**I will review:**
- [ ] Weekly: 2 recorded calls using the rubric (increase from 1)
- [ ] Weekly: pipeline review: are they qualifying correctly, not just generating activity
- [ ] Bi-weekly 1:1: add a career/skill-development conversation, not just deal review

**I will unblock:**
- [ ] Pair them with a top-performing peer for 2 live call shadows this phase
- [ ] Give explicit permission to bring me into a live deal if they're stuck, remove the fear of "looking bad"
- [ ] Flag and address any tech stack or process friction they've hit by now

**Success checkpoint before advancing to Phase 3:**
- [ ] Average rubric score of 3.5+/5 across the last 4 reviewed calls
- [ ] At least 1 self-sourced qualified opportunity in active pipeline
- [ ] CRM hygiene consistently accurate (spot-checked, not just self-reported)

## Phase 3: Days 61-90: Independent Ramp

**I will teach:**
- [ ] How to forecast their own pipeline accurately (not just optimistic)
- [ ] Territory/account planning for sustainable pipeline generation beyond ramp
- [ ] Where they sit relative to team benchmarks, and what "good" looks like at 6 and 12 months

**I will review:**
- [ ] Weekly 1:1 returns to standard cadence (30 min, pipeline + coaching)
- [ ] 1 recorded call per week continues through month 6, not just to day 90
- [ ] Full re-run of the Skill Gap Diagnostic at day 90

**I will unblock:**
- [ ] Set an explicit, realistic quota ramp (not full quota on day 91 if the plan assumed a slower ramp)
- [ ] Confirm they know who to go to for each type of deal blocker going forward
- [ ] Have the "what's next for your development" conversation: this is also a retention moment

**Success checkpoint: full ramp complete:**
- [ ] Day-90 Skill Gap Diagnostic: no domains in "Critical" band, at least 4 of 6 "On Track"
- [ ] Meeting or exceeding the agreed ramp-quota target for month 3
- [ ] Rep can run a full call cycle without manager/peer support

**Manager signature:** ______ **Date:** ______
**Rep signature:** ______ **Date:** ______