# New Hire Sales Ramp Plan Template

> A week-by-week roadmap for the first 90 days that ties activity milestones to the actual skills a new rep needs to master, not just a generic "shadow calls" checklist.

Free template for sales managers. Topic: [Hiring, Interviewing & Team Building](https://www.peerlab.ai/library/topic/hiring-interviewing-team-building/). 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-template/

## How to use it

Copy this template per new hire, fill in the header fields, and walk through it week by week in your 1:1s, check off milestones live rather than retroactively so gaps surface while there's still time to course-correct.

## What's inside

- Week-by-week structure for Weeks 1–12
- Skill focus mapped explicitly to each week
- Manager 1:1 cadence and check-in structure
- Certification/milestone gates before independent selling
- Weekly ramp KPI tracking table
- Red-flag indicators by week that predict a missed ramp
- Adjustable timeline for transactional vs enterprise deal cycles

Adjust week counts for deal-cycle complexity: compress to 6 weeks for transactional motions, extend to Week 16 for enterprise.

**New Hire:** _______________ **Start Date:** _______________
**Role:** _______________ **Manager:** _______________ **Deal Cycle Type:** Transactional / Mid-Market / Enterprise

## Week 1: Foundations (Skill focus: Product & Process Knowledge)
- [ ] Systems access live: CRM, dialer, email sequencer, call-recording tool
- [ ] Product/service certification module completed
- [ ] ICP and buyer-persona document reviewed
- [ ] Shadow 5 live calls across different deal stages, notes on language used at each stage
- [ ] 1:1 with manager: expectations conversation: what "good" looks like at 30/60/90
- **Milestone:** Pass product-knowledge quiz (80%+ to proceed)

## Week 2: Messaging & Discovery (Skill focus: Discovery & Qualification)
- [ ] Discovery-call framework training (qualification questions, pain-mapping)
- [ ] Role-play 3 discovery calls with manager/peer, recorded and reviewed
- [ ] Shadow 5 more calls, focused specifically on discovery-stage questioning
- [ ] Build personal talk-track notes (own language, not a memorized script)
- **Milestone:** Manager-scored role-play at 3/5 or above on discovery competency

## Week 3: CRM & Pipeline Mechanics (Skill focus: Pipeline & Territory Management)
- [ ] CRM hygiene training: stage definitions, required fields, forecast categories
- [ ] Territory/account list assigned and reviewed with manager
- [ ] First 10–20 outbound touches made under supervision
- [ ] Join first team pipeline review as an observer
- **Milestone:** Can independently log a call and correctly stage a deal in CRM

## Week 4: First Live Reps, Supported (Skill focus: Discovery + Objection Handling)
- [ ] First 5 live discovery calls taken solo, manager reviews recordings same day
- [ ] Objection-handling drill session (top 10 objections for this product, live role-play)
- [ ] 1:1 with manager: Week 1–4 retro
- **Milestone:** 30-Day Check-in: manager signs off candidate is ready for full call volume

## Week 5–6: Volume Ramp (Skill focus: Objection Handling & Follow-up Discipline)
- [ ] Ramp to 75% of full targeted call/activity volume
- [ ] Weekly call review with manager (2 recorded calls reviewed together)
- [ ] First proposal/quote built and sent (manager-reviewed Week 5, independent by Week 6)
- **Milestone:** First deal moved to late-stage pipeline (proposal or negotiation stage)

## Week 7–8: Full Activity, First Close Attempts (Skill focus: Negotiation & Closing)
- [ ] Ramp to 100% of targeted activity volume
- [ ] Negotiation/closing role-play session with manager or top performer
- [ ] First close attempt (even if unsuccessful): debrief immediately after
- [ ] 1:1 with manager: 60-Day Check-in against quota-relief expectations
- **Milestone:** First deal closed-won, OR clear documented reasons and a specific plan to close the gap

## Week 9–10: Independent Full-Cycle Selling (Skill focus: Full-cycle deal management)
- [ ] Running full pipeline independently; manager shifts from call-review to spot-check
- [ ] Present one full deal walkthrough in team pipeline review
- [ ] Peer-shadow a top performer for 2 calls at the new hire's weakest stage
- **Milestone:** Pipeline coverage ratio at or above team standard (commonly 3–4x quota)

## Week 11–12: Full Ramp Complete (Skill focus: Consistency & Forecast Accuracy)
- [ ] Forecast submission reviewed for accuracy against actual close (calibration check)
- [ ] 1:1 with manager: 90-Day Review: formal ramp-complete assessment against original scorecard competencies
- [ ] Individual development plan set for next 2 quarters based on strongest/weakest competencies observed during ramp
- **Milestone:** Rep is off ramp-relief quota and on full number

## Manager 1:1 cadence during ramp
- Weeks 1–4: twice weekly, 30 min
- Weeks 5–8: weekly, 30–45 min
- Weeks 9–12: weekly or biweekly, 30 min, shifting to standard cadence after Week 12

## Weekly ramp KPIs (log every Friday)

| Week | Activity vs Target | Pipeline Generated ($) | Deals in Late Stage | Manager Competency Score (1–5) | Notes |
|---|---|---|---|---|---|

## Red flags by week (escalate immediately)
- **Week 2:** Can't articulate the core value prop unprompted
- **Week 4:** Avoiding call reviews or making excuses for low activity
- **Week 6:** Zero deals reaching proposal stage
- **Week 8:** Defensive or dismissive in coaching conversations (cross-check against Coachability Self-Assessment score)
- **Week 10:** Pipeline coverage under 2x quota with no credible plan to close the gap