# Individual Development Plan (IDP) Template for Sales Reps

> A quarter-by-quarter development plan that ties your named skill gaps to specific practice reps, peer examples to study, and a measurable finish line, not a vague "improve your selling" goal.

Free template for sales reps. Topic: [Skills, Competencies & Career Growth](https://www.peerlab.ai/library/topic/skills-competencies-career-growth/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/individual-development-plan-idp-template-for-sales-reps/

## How to use it

Fill in Section A once, then run Section C fresh every quarter, pulling your top 3 gaps from the Sales Competency Self-Rating Scorecard and reviewing progress with your manager at the mid- and end-of-quarter check-ins.

## What's inside

- Skill Gap Analysis table for naming your top 3 skill gaps with evidence from real calls
- A repeatable quarter-plan block (use it for all 4 quarters)
- Career / Role / Results "why master this" fields tied to your named skill focus
- A week-by-week practice-rep log
- Peer example fields, who to study and specifically what to watch for
- Measurable, checkable finish-line criteria instead of vague goals
- Mid-quarter check-in and end-of-quarter review sections
- A 12-month rollup table plus manager/rep sign-off

## Section A: Profile & Direction (fill in once, revisit each quarter)
- Name / Role / Current Level: ____________
- Manager: ____________
- Career direction (12-24 months): [ ] Deepen this role [ ] Move to ____________ [ ] Move into ____________ specialization
- Why this direction (career lens, what does hitting this open up for you?): ____________

## Section B: Skill Gap Analysis (redo every quarter)
List your 3 named skill gaps for the quarter: never "close more deals," always a named competency.

| # | Named Skill Gap | Current Level (1-5) | Target Level (1-5) | Evidence this is the gap |
|---|---|---|---|---|
| 1 | e.g., Discovery: surfacing quantified pain | 2 | 4 | 3 recent calls scored "surface-level pain only" |
| 2 | | | | |
| 3 | | | | |

## Section C: Quarter Plan (repeat this block each quarter)

### Q[_] Plan: [Start date] to [End date]
**Skill focus:** ____________ (one of the 3 above: pick ONE per quarter, don't split focus)

**Why master this:**
- Career: ____________ (what this unlocks over your arc)
- Role: ____________ (what this lets you handle confidently right now)
- Results: ____________ (the measurable outcome this should move)

**Practice reps planned this quarter:**
| Week | Practice rep (roleplay / live call / peer drill) | Skill being drilled | Reviewed by |
|---|---|---|---|
| 1-2 | | | |
| 3-4 | | | |
| 5-6 | | | |
| 7-8 | | | |
| 9-13 | | | |

**Peer example(s) to study:**
- Peer/example 1: ____________: watch for: ____________
- Peer/example 2: ____________: watch for: ____________

**Measurable finish line for this quarter** (must be checkable, not a feeling):
- [ ] Skill score moves from [X] to [Y] on the named rubric by [date]
- [ ] [N] observed calls show the behavior consistently (not once)
- [ ] Manager sign-off that the skill shows up unprompted in a real call

**Mid-quarter check-in (Week 6):**
- On track? [ ] Yes [ ] No: if no, what's blocking: ____________
- Adjustment made: ____________

**End-of-quarter review:**
- Finish line met? [ ] Yes [ ] Partially [ ] No
- Evidence: ____________
- Carry forward or close this gap: ____________
- Next quarter's skill focus: ____________

## Section D, 12-Month Rollup (update at year end)
| Quarter | Skill Focus | Level Start → End | Result Moved |
|---|---|---|---|
| Q1 | | | |
| Q2 | | | |
| Q3 | | | |
| Q4 | | | |

**Manager sign-off:** ____________ Date: ____________
**Rep sign-off:** ____________ Date: ____________