# New-Hire Sales Ramp Plan (30/60/90-Day Template)

> Week-by-week onboarding milestones anchored to named competency levels, not just activity quotas, so ramp actually means skill growth.

Free template for sales managers. Topic: [Sales Kickoffs, Training & Enablement Programs](https://www.peerlab.ai/library/topic/sales-kickoffs-training-enablement-programs/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/new-hire-sales-ramp-plan-30-60-90/

## How to use it

Give the new hire and their manager the checklist on day one, score the scorecard together at each 30-day checkpoint, and use the Week 12 competency levels (not activity numbers) as the actual ramp-graduation gate.

## What's inside

- A 4-level competency scale definition: Foundational, Developing, Proficient, Advanced
- 6 tracked competencies: Product & Value Narrative, Discovery & Qualification, Objection Handling, Negotiation, Pipeline/Forecast Management, Territory/Account Planning
- Week-by-week checklist for Days 1-30 with Checkpoint 1
- Week-by-week checklist for Days 31-60 with Checkpoint 2
- Week-by-week checklist for Days 61-90 with the Checkpoint 3 ramp-graduation gate
- A fill-in ramp scorecard table with Day 30/60/90 targets vs. actuals per competency
- A manager's note explicitly separating activity metrics from the ramp gate

# New-Hire Sales Ramp Plan: 30/60/90 Day Template

Anchored to named competency levels, not just activity quotas, so "ramped" means the rep can actually do the job, not just that they made enough calls.

## Competency levels (use across every skill below)

- **L1, Foundational:** Can explain the concept; hasn't executed it live yet.
- **L2, Developing:** Can execute with a script/support; inconsistent results.
- **L3, Proficient:** Executes independently with consistent results.
- **L4, Advanced:** Adapts to novel situations; could coach a peer.

## Competencies tracked

Product & Value Narrative · Discovery & Qualification · Objection Handling · Negotiation · Pipeline/Forecast Management · Territory/Account Planning

## Days 1–30 (Weeks 1–4): Target: L1 across the board, L2 on Product & Value Narrative

- [ ] **Week 1:** Systems/tools setup complete; shadow 3 live calls; complete Product Certification Module 1
- [ ] **Week 2:** Complete full product certification; shadow 5 more calls including discovery calls; first mock discovery call with manager
- [ ] **Week 3:** First live discovery call (manager silent-listens); draft initial territory/account plan
- [ ] **Week 4: Checkpoint 1:** Manager scores each competency (L1/L2); account plan finalized; first outbound sequence live

## Days 31–60 (Weeks 5–8): Target: L2 on Discovery & Objection Handling, first live deals building

- [ ] **Week 5:** First full discovery call run solo; objection-handling roleplay lab
- [ ] **Week 6:** First proposal/demo delivered solo (manager shadows); negotiation fundamentals training
- [ ] **Week 7:** First real negotiation conversation, manager-coached beforehand
- [ ] **Week 8: Checkpoint 2:** Manager re-scores each competency; pipeline coverage check against ramped quota; mid-point 1:1 with skip-level manager

## Days 61–90 (Weeks 9–13): Target: L3 on Discovery & Objection Handling, L2 on Negotiation, first closed-won

- [ ] **Week 9:** Full quota-carrying activity cadence in place; shadow a peer's negotiation call
- [ ] **Week 10:** First deal reaches late-stage/negotiation solo
- [ ] **Week 11:** Push toward first closed-won deal
- [ ] **Week 12: Checkpoint 3 (Ramp Review):** Must reach L3 on Discovery & Qualification and Objection Handling to be declared "ramped": activity volume alone does not graduate a rep
- [ ] **Week 13:** Ramp graduation review with manager + enablement; set next-quarter development goals toward L4

## Ramp scorecard (fill in per rep)

| Competency | Day 30 Target | Day 60 Target | Day 90 Target | Actual (Day 90) | Manager Notes |
|---|---|---|---|---|---|
| Product & Value Narrative | L2 | L3 | L3 | | |
| Discovery & Qualification | L1 | L2 | L3 | | |
| Objection Handling | L1 | L2 | L3 | | |
| Negotiation | L1 | L1 | L2 | | |
| Pipeline/Forecast Management | L1 | L2 | L2 | | |
| Territory/Account Planning | L1 | L2 | L2 | | |

## Manager's note

Track call volume, meetings booked, and pipeline generated throughout, but **they are not the ramp gate.** A rep can hit every activity number and still not be ramped if they can't run a discovery call independently at a consistent standard. The competency scorecard above is what determines graduation from ramp, not the activity dashboard.