# New Rep 30-60-90 Day Coaching Checklist > A dated, checkbox-driven map of every coaching touchpoint and skill checkpoint a manager needs to hit in a new rep's first 90 days: so ramp is engineered, not hoped for. Free checklist for sales managers. Topic: [Coaching, 1:1s & Feedback](https://www.peerlab.ai/library/topic/coaching-1-1s-feedback/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/new-rep-30-60-90-day-coaching-checklist/ ## How to use it Print or copy into your PM tool at the rep's start date, tick off each dated item as it happens, and treat any missed checkbox as a same-week escalation rather than something to catch up on later. ## What's inside - Pre-Day-1 manager prep checklist (calendar blocks, buddy assignments, skill-map pull) - Days 1-30 Foundation phase: cadence + 7 dated touchpoints - Day-30 skill checkpoint sign-off (5 must-demonstrate items) - Days 31-60 Application phase: cadence + 6 dated touchpoints - Day-60 skill checkpoint sign-off (4 must-demonstrate items) - Days 61-90 Independence phase: cadence + 6 dated touchpoints - Day-90 full ramp bar (5 must-demonstrate items) - Missed-checkpoint escalation rule (5-business-day re-set protocol) Use this to structure a new rep's first 90 days around scheduled coaching touchpoints and named, provable skill checkpoints, not around whatever comes up that week. Every checkpoint below should be **demonstrated**, not just **covered in training**. If a rep can't do the thing live or in a role-play, they haven't hit the checkpoint yet, regardless of what the curriculum says they finished. --- ## Before Day 1: Manager Prep - [ ] Block recurring 1:1 slots for weeks 1–13 on both calendars now: don't schedule week to week - [ ] Identify two peer partners: one tenured rep for shadowing, one rep at 12–18 months for relatable coaching - [ ] Pull the onboarding curriculum and map which skills must be provable by Day 30 / 60 / 90 - [ ] Confirm call-recording or live-observation access is working before their first live call --- ## Days 1–30: Foundation (Watch, Absorb, First Reps) **Cadence:** 2x/week 1:1 (15–20 min) · 1 shadow session every 2–3 days - [ ] **Day 3**: First 1:1: confirm they know where recordings live, how to book time with you, and who to ask when stuck - [ ] **Day 5**: Shadow debrief: rep names 3 specific things they noticed the tenured rep do, in their own words, not paraphrased from notes - [ ] **Day 10**: Skill checkpoint: rep delivers the opening/positioning statement unaided in a role-play, scoring 3+/4 on clarity - [ ] **Day 15**: First live call, rep-led, manager silent: review within 24 hours using a structured notes template, not a verbal "how'd it feel?" - [ ] **Day 20**: Skill checkpoint: rep asks 3 open discovery questions in sequence and follows the buyer's actual answer instead of reading the next scripted question - [ ] **Day 25**: Mid-point 1:1: rep self-rates against the Day-30 checklist below; manager rates the same list; compare gaps out loud - [ ] **Day 30**: Formal Day-30 review: documented sign-off against the checklist, with one named skill prioritized for Month 2 **Day-30 skill checkpoints (must be demonstrable):** - [ ] Delivers core positioning/value statement unaided - [ ] Runs structured discovery without going script-rigid - [ ] Navigates the CRM/tool stack without help for routine tasks - [ ] Has run at least one live call solo, even if the outcome was rough - [ ] Knows where to escalate a stuck deal, and does so before it goes cold --- ## Days 31–60: Application (Handle Real Situations) **Cadence:** 1x/week 1:1 (30 min) · 1 call review every week - [ ] **Day 35**: Skill checkpoint: rep acknowledges and isolates an objection live, even if the reframe is still weak (score the call with the *Objection Handling Call Review Rubric*) - [ ] **Day 40**: Peer role-play session: rep runs 2 scenarios from the *Role-Play Script Library* with a peer; manager observes silently - [ ] **Day 45**: 1:1 focused on ONE skill gap only, not a grab-bag review: pull it from the Day-30 gap list - [ ] **Day 50**: Skill checkpoint: rep runs a full call solo, start to next-step, with no manager pre-brief - [ ] **Day 55**: Manager reviews rep's own CRM notes for coaching-visible detail, not just completion - [ ] **Day 60**: Formal Day-60 review: documented sign-off, activity/pipeline checked against ramp benchmark, one skill prioritized for Month 3 **Day-60 skill checkpoints:** - [ ] Scores 2+/4 on at least 3 of 4 dimensions on the Objection Handling Rubric across 2 real calls - [ ] Runs discovery-to-next-step without manager intervention on routine calls - [ ] Proactively flags a stuck or at-risk deal before being asked - [ ] Self-assessment matches manager's observation within 1 rubric point --- ## Days 61–90: Independence (Consistency Under Real Conditions) **Cadence:** 1x/week 1:1 (30 min) · 1 call review every 2 weeks, tapering toward standard cadence - [ ] **Day 65**: Skill checkpoint: rep handles a genuinely hard call (competitor comparison, multi-stakeholder, price pushback) with only light manager prep - [ ] **Day 70**: Rep leads their own 1:1 agenda for the first time; manager evaluates whether they're identifying their own gaps - [ ] **Day 75**: Cross-functional checkpoint: has the rep looped in support, deal desk, or leadership unprompted when needed? - [ ] **Day 80**: Skill checkpoint: rep coaches or peer-reviews a newer starter: teaching it back is the strongest ramp signal there is - [ ] **Day 85**: Manager drafts the Day-90 ramp assessment against the original hiring/ramp benchmark - [ ] **Day 90**: Formal Day-90 review: ramp sign-off, or a documented extension plan with named skills and dates; transition to standard 1:1 cadence **Day-90 full ramp bar:** - [ ] Meets or is trending to meet the activity/pipeline ramp benchmark for their cohort - [ ] Scores 3+/4 average on the Objection Handling Rubric across the last 2 reviewed calls - [ ] Runs discovery, objection handling, and next-step securing without manager support on standard-complexity deals - [ ] Self-identifies coaching needs rather than waiting to be told - [ ] Manager can honestly say: "I'd let this person run a call with a real prospect, unsupervised, today" --- ## If a Checkpoint Is Missed Don't let a missed checkpoint quietly roll forward. Log it, name the specific skill gap, set a new checkpoint date within 5 business days, and note it in the next formal review. A pattern of rolled-forward checkpoints is the earliest reliable signal of a ramp failure: catch it here, at Day 35 or Day 65, not at Day 90 when the runway is gone.