# Time-to-First-Deal Tracker Template

> A four-tab spreadsheet template that plots every new-hire cohort against days-to-first-deal, with built-in formulas and benchmark bands, so a slipping ramp gets caught weeks before it shows up in quarter-end numbers.

Free template for sales leaders. Topic: [Onboarding & Ramp](https://www.peerlab.ai/library/topic/onboarding-ramp/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/time-to-first-deal-tracker-template/

## How to use it

Copy the four tabs into a spreadsheet, plug in your own segment benchmarks in Tab 3, and review the OVERDUE filter every Monday.

## What's inside

- Tab 1: Individual rep tracker with ready-to-paste formulas
- Tab 2: Cohort rollup with health-status formulas
- Tab 3: Benchmark bands by segment (SMB / Mid-Market / Enterprise)
- Tab 4: Trend-chart setup instructions
- Conditional formatting rules for flagging overdue reps
- Weekly leader review cadence
- 3 red flags the tracker surfaces early

A single tracker that plots every new-hire cohort against days-to-first-deal, so a slipping ramp gets caught before quarter-end instead of showing up as a bad quarter after the fact. Copy the tables below into a spreadsheet (one tab per section).

## Tab 1: Individual Rep Tracker

| Column | Field | Notes |
|---|---|---|
| A | Rep Name | |
| B | Cohort (start month) | e.g., "2026-Q1" |
| C | Start Date | date rep began selling (post-training, quota-carrying start) |
| D | Segment | SMB / Mid-Market / Enterprise: benchmarks differ by segment |
| E | First Deal Closed Date | leave blank until closed-won |
| F | Days to First Deal | Formula: `=IF(E2="","",E2-C2)` |
| G | Status | Formula: `=IF(E2<>"","Closed",IF(TODAY()-C2>90,"OVERDUE - flag","On track"))` |
| H | Benchmark (days) | pull from Tab 3 based on segment |
| I | Variance to Benchmark | Formula: `=IF(F2="","",F2-H2)`: negative = ahead of pace |
| J | Manager | |
| K | Mentor Assigned (Y/N) | |
| L | Notes | free text: stalled deal reasons, coaching actions taken |

**Conditional formatting rules to apply to column G:**
- "OVERDUE - flag" → red fill
- "On track" → green fill
- "Closed" → blue fill, then move row to Tab 2 (historical) at end of quarter

## Tab 2: Cohort Rollup

| Column | Field | Notes |
|---|---|---|
| A | Cohort | |
| B | # Reps in Cohort | |
| C | # Reps with First Deal Closed | |
| D | % Closed | Formula: `=C2/B2` |
| E | Avg Days to First Deal (closed only) | Formula: `=AVERAGEIF(Tab1!B:B,A2,Tab1!F:F)` |
| F | Median Days to First Deal | Formula: `=MEDIAN(IF(Tab1!B:B=A2,Tab1!F:F))` (array formula) |
| G | # Reps Past Benchmark, Still Open | count reps with Status = "OVERDUE - flag" |
| H | Cohort Health | Green if ≥70% closed within benchmark; Yellow 50–69%; Red <50% |

## Tab 3: Benchmark Bands (set once, review annually)

| Segment | Target Days to First Deal | Warning Threshold | Critical Threshold |
|---|---|---|---|
| SMB / Transactional | 30 days | 45 days | 60 days |
| Mid-Market | 60 days | 80 days | 100 days |
| Enterprise | 120 days | 150 days | 180 days |

*(Replace these with your own historical median from your last 4 cohorts if you have the data: these are illustrative starting points, not universal truths.)*

## Tab 4: Trend Chart (build from Tab 2)

- X-axis: Cohort (chronological)
- Y-axis: Avg Days to First Deal
- Add a flat benchmark line per segment for visual comparison
- Add a secondary bar series: % of cohort closed within benchmark

**What to look for:** a rising line cohort-over-cohort is your earliest warning that ramp is slipping, it will show up in this chart 4–8 weeks before it shows up in quarterly bookings.

## How to Use This Weekly (Leader Cadence)

1. Every Monday, filter Tab 1 for Status = "OVERDUE - flag": this is your action list, not a report to file away
2. For each flagged rep, ask the manager: what's the specific blocker (pipeline volume, skill gap, territory quality, personal)?
3. Update column L with the blocker and the action taken
4. Review Tab 2 cohort rollup once a month with sales leadership, this is the quarter-end-slip early warning
5. At the end of each quarter, archive closed cohorts to a "Historical" tab and recompute your Tab 3 benchmarks annually using trailing 4-quarter medians

## Red Flags This Tracker Will Surface Early

- A whole cohort trending slower than the previous cohort (points to onboarding/training quality, not individual reps)
- One segment consistently missing benchmark (points to territory quality or lead flow, not rep skill)
- Reps with a mentor assigned closing meaningfully faster than reps without one (makes the business case for a Buddy Program with data, not just gut feel)