# New SDR Cold Call Ramp Plan (30-60-90)

> A day-by-day and week-by-week 90-day ramp plan with dial targets, coaching cadence, and hard skill gates that take a new cold caller from scripted and supervised to genuinely skilled and quota-carrying.

Free template for sales managers. Topic: [Cold Calling & Phone Skills](https://www.peerlab.ai/library/topic/cold-calling-phone-skills/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/new-sdr-cold-call-ramp-plan-30-60-90/

## How to use it

Assign this to every new SDR/BDR on Day 1, track gate outcomes in writing at Day 30/60/90, and treat a missed gate as a signal to extend and narrow the plan, not to quietly wave the rep through onto full quota.

## What's inside

- Days 1–5 orientation block: shadowing, mock calls, first live dials with silent supervision
- Week-by-week dial targets and skill focus for Weeks 2–4
- Day 30 Certification Gate with 4 pass/fail requirements
- Days 31–60 independent ramp with 2x/week coaching cadence and a Day 45 mid-check
- Day 60 Gate requirements tied to the Skill Level Rubric
- Days 61–90 full-ownership phase and Day 90 Graduation Gate
- Escalation rule for reps who don't pass a gate on schedule

**A gated ramp plan. Reps don't advance on the calendar alone, they advance by passing skill gates scored against the Cold Calling Skill Level Rubric.**

## Days 1–5, Orientation (zero live solo dials)

- **Day 1:** Product/ICP orientation. Listen to 10 recorded calls from Advanced/Master-level reps. No dialing.
- **Day 2:** Shadow 2 live call blocks using the Call Shadowing Checklist. Build first-pass call notes.
- **Day 3:** Script familiarization + role-play with manager: opener only, 10 reps.
- **Day 4:** Full mock call role-play (opener → discovery → objection → close) scored against the rubric. Must score **2+ (Developing)** on Opening and Discovery to proceed.
- **Day 5:** First live dials, manager silently listening on every call. 15-dial minimum, no quota pressure.

## Week 2 (Days 6–10): Scripted, heavily supported

- **Daily dial target:** 25–30
- **Daily debrief:** 15 minutes, one moment reviewed (1:1 Coaching Template format)
- **Skill focus:** Opener + basic Discovery
- **End-of-week gate:** Score **3 (Proficient)** on Opening in a scored live call before entering Week 3

## Week 3 (Days 11–15): Reducing script dependency

- **Daily dial target:** 35–40
- Introduce 10 min/day objection-handling drills on the 5 most common objections for this ICP
- **Skill focus:** Discovery follow-ups + objection acknowledgment
- Manager shadows one full block this week

## Week 4 (Days 16–20): Pre-30-day push

- **Daily dial target:** 40–50
- First formally logged quality-scored call (Call Monitoring Scorecard)
- Rep runs their own self-assessment before the manager's 1:1

## Day 30 Gate: Certification

Requirements to advance (if not met: repeat the Week 4 pattern for up to 2 more weeks before escalating to the sales manager):

- [ ] Scores **3+ (Proficient)** on Opening, Discovery, and Call Control in a live scored call
- [ ] Minimum 150 cumulative dials logged
- [ ] Has booked at least 1 real meeting independently
- [ ] Can name the ICP's top 3 pain categories from memory (Discovery Questions Bank categories)

## Days 31–60: Independent dialing, quota ramping in

- **Daily dial target:** 50–60, ramping to 50% of full team quota by Day 60
- **Coaching cadence:** 2x/week 1:1s, 1x/week shadow block
- **Skill focus:** Next-Step Securing + Resilience/Consistency across a full day
- **Day 45 mid-check:** re-score full rubric; expect movement toward Proficient across all 8 dimensions, not just the two trained first

## Day 60 Gate

- [ ] Scores **3+ (Proficient)** on at least 6 of 8 rubric dimensions
- [ ] Hitting 70%+ of full quota
- [ ] Meeting show-rate at or above team average
- [ ] No compliance/quality flags in the last 10 scored calls

## Days 61–90: Full ownership

- **Daily dial target:** full team standard
- **Coaching cadence:** 1x/week 1:1, monthly shadow
- **Skill focus:** whichever 2 dimensions scored lowest at the Day 60 gate
- Rep begins contributing to the team's objection/question library: what they're hearing that's new

## Day 90 Gate: Graduation

- [ ] **Proficient (3+)** across all 8 rubric dimensions
- [ ] Hitting 100% of full ramped quota
- [ ] Manager sign-off to move to standard ongoing coaching cadence
- [ ] If not met: extend the ramp by 30 days with a named, narrow skill-gap plan. Do not let a rep "age out" onto full quota with unresolved fundamentals.