# New-Hire Ramp Content Checklist

> The specific battlecards, scripts, and playbooks a new rep needs by day 30, 60, and 90: nothing more, nothing missing, organized so onboarding doesn't dump the whole library on day one.

Free checklist for sales managers. Topic: [Sales Content, Playbooks & Battlecards](https://www.peerlab.ai/library/topic/sales-content-playbooks-battlecards/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/new-hire-ramp-content-checklist/

## How to use it

Hand the rep only the Day 1-30 section in week one, use the sign-off condition to gate release of the next phase's content, and track delivery per new hire in the Master Tracking Table.

## What's inside

- Day 1-30 foundational content list (pitch script, product one-pager, ICP guide, CRM cheat sheet, discovery script)
- Day 31-60 competitive and objection-handling content list (battlecards, full objection script, demo script, pricing guide, proposal template)
- Day 61-90 advanced/independent content list (segment playbooks, negotiation playbook, expansion talk track, prospecting playbook)
- A sign-off condition at the end of each phase before moving to the next
- A progressive-disclosure warning against front-loading content
- Master tracking table with owner and confirmation columns

The specific content a new rep needs by Day 30, 60, and 90: organized so you hand over exactly what they can use *right now*, not the entire library on day one.

## Day 1-30: Foundational (survive and start contributing)

- [ ] Company narrative / elevator pitch script (30-second and 2-minute versions)
- [ ] Product one-pager (what it does, who it's for, in plain language)
- [ ] ICP & persona guide (who we sell to, who the buyers/champions typically are)
- [ ] CRM & tool stack cheat sheet (how to log a call, update a stage, find a script)
- [ ] Discovery call script/question list (the questions every rep asks, in order)
- [ ] Internal org chart / "who do I ask about X" guide
- [ ] Objection-handling quick-reference: top 5 most common objections only
- [ ] Shadowing schedule: which calls to sit in on in weeks 1-4, and what to watch for in each

**Sign-off to move to next phase:** can deliver the elevator pitch unprompted and run a discovery call with a manager silently observing.

## Day 31-60: Competitive & Objection Handling (run deals with support)

- [ ] Top 3-5 competitor battlecards (positioning, landmines, proof points)
- [ ] Full objection-handling script (top 10-15 objections, not just the top 5)
- [ ] Demo script / demo flow guide, segmented by persona if applicable
- [ ] Pricing & packaging guide, including standard discount approval thresholds
- [ ] Proposal template (see: Sales Proposal Template) and 2 real, anonymized example proposals
- [ ] Case study / proof-point library, tagged by industry and use case
- [ ] Deal-review framework: what a manager expects to hear in a pipeline review

**Sign-off to move to next phase:** has run at least one full deal cycle (discovery → proposal) with manager shadowing, and can handle the top 10 objections without a script in hand.

## Day 61-90: Advanced / Independent (run deals solo)

- [ ] Segment-specific playbooks (if applicable, SMB vs. Mid-Market vs. Enterprise motion differences)
- [ ] Negotiation playbook (common concession asks, walk-away guidance, approval chain)
- [ ] Expansion/upsell talk track for existing accounts
- [ ] Referral-ask script
- [ ] Self-sourcing / prospecting playbook (building their own pipeline, not just working inbound)
- [ ] Renewal-risk signals guide (if carrying any account-management responsibility)
- [ ] Peer-coaching pairing: assigned a peer for ongoing call review, not just a manager

**Sign-off to move to next phase (full ramp complete):** manager verifies the rep can run a full deal cycle independently, forecast their own pipeline accurately, and knows where to find (or who to ask for) anything not explicitly covered above.

## What NOT to Hand Over Before It's Needed
Don't front-load Day 61-90 content into week one "just in case", a new rep with 40 tabs open and no sequencing skips everything. Progressive disclosure isn't a nice-to-have here; it's the difference between content that gets used and content that gets ignored.

## Master Tracking Table

| Content Item | Ramp Phase | Owner | Delivered? | Rep Confirmed Understanding? |
|---|---|---|---|---|
| | | | | |

*(Duplicate this row for every content item above, per new hire.)*