The New-Hire Sales Ramp Plan Reboot — 60-Min Training

Direct Answer

Section 1 — Opening Frame (5 min): Why Most Ramps Fail

Open cold. Say verbatim:

"Bridge Group's 2024 SDR report shows median ramp at 4.1 months, and Mark Roberge's data in *The Sales Acceleration Formula* shows reps who hit gate certification on schedule retain at 2x the rate. We are not here to make our new hires feel welcome. We are here to make them dangerous on a discovery call by day 45."

Three failure modes to name on the whiteboard:

• Vibes-based ramp — manager "checks in" weekly, no scorecard, rep self-reports "going great" until month 4 when pipeline is empty.
• Firehose ramp — 80 hours of LMS videos in week one, zero reps roleplay, rep has never said the pricing sentence out loud.
• Throw-them-in ramp — rep gets a territory day one, burns 40 logos in cold outreach with a broken pitch, those accounts are dead for 18 months.

Ask the room: "Which of the three did we run last quarter?" Let it land.

Section 2 — The 30/60/90 Framework + 5 Gates (15 min)

Walk the team through the canonical plan. This is the slide.

`` flowchart TD A[Day 0 Hire Starts] --> B[Days 1-30 LEARN] B --> C{Gate 1 Product<br/>Gate 2 Persona} C -->|Pass| D[Days 31-60 DO] C -->|Fail| B D --> E{Gate 3 Process<br/>Gate 4 Playbook} E -->|Pass| F[Days 61-90 OWN] E -->|Fail| D F --> G{Gate 5 Quota<br/>Cert} G -->|Pass| H[Day 91 Full Territory] G -->|Fail| I[30-Day PIP Extension] ``

The 5 Graduation Gates — each is a pass/fail, manager-scored, with a verbatim rubric:

• Gate 1 Product (day 14) — rep delivers the 5-minute demo unscripted, handles 3 standard objections, names the top 4 competitors and our wedge against each. Pass = 80% on a 25-point checklist.
• Gate 2 Persona (day 21) — rep writes a one-page buyer profile for each of our 3 ICPs (VP RevOps, CFO, Head of Sales). Must include: 3 pain quotes from real call recordings, 2 metrics that buyer is measured on, and the trigger event we sell into. Trish Bertuzzi calls this the "persona-pain-trigger triangle."
• Gate 3 Process (day 45) — rep can navigate the CRM end-to-end: log a call, set MEDDPICC fields, create a multi-threaded opp, build a mutual action plan, and forecast a deal. Manager watches them do it live, no notes.
• Gate 4 Playbook (day 60) — rep runs a full discovery call on a real prospect with the manager listening silently. Hits 7 of 9 discovery framework points (pain, impact, decision criteria, decision process, paper process, identified pain, champion, competition, metrics).
• Gate 5 Quota (day 90) — rep has booked $X in pipeline (use 3x the ramped monthly quota number), closed at least one deal or advanced 3 opps past stage 3.

Section 3 — Shadow-Then-Solo Cadence (10 min)

This is where most managers cheat. Read the cadence aloud:

• Week 1 — Listen Only. Rep shadows 10 live calls (3 cold, 4 discovery, 2 demo, 1 close). After each, rep submits a one-page call dissection: what happened, what they would do differently, one question they have. No exceptions, no "I get it, can I start dialing?"
• Week 2 — Co-Pilot. Rep joins calls, takes notes in the CRM live, sends the recap email from their account but you approve before send. Rep makes 15 outbound dials per day using exact scripted opener (no improvisation yet).
• Week 3 — Solo with Net. Rep runs their own calls. Manager listens via Gong/Chorus silently and sends same-day feedback using the 3-2-1 format (3 things working, 2 things to fix, 1 thing to try tomorrow).
• Week 4+ — Territory Open. Rep gets named accounts. Manager runs a weekly 1:1 pipeline review plus a Friday call-coaching session reviewing one full recording.

Aaron Ross's *Predictable Revenue* rule applies: never assign a hunter cold lists in week one. You will burn the territory.

Section 4 — Certification Rubric & Manager Sign-Off (10 min)

Hand out the printed rubric. The manager (not the rep, not HR) signs each row. The columns are:

• Skill — the specific behavior being assessed.
• Evidence — call recording link, CRM screenshot, or live observation date.
• Score — 1 (cannot do), 2 (does with prompting), 3 (does independently), 4 (could teach it).
• Verdict — Pass requires average 3.0+ across all rows.

Top 8 rows on the AE rubric:

• Opener delivery under 90 seconds, no filler, ends with permission question
• Pain question stack — 3 layers deep ("why does that matter to you?" twice)
• MEDDPICC field completion in CRM, all fields populated within 24 hours
• Mutual Action Plan creation with named buyer-side owner
• Competitive landmines — names our top 3 competitors and the trap question for each
• Pricing conversation — delivers list price without flinching, no premature discount
• Email follow-up within 4 hours, includes recap + next step + calendar link
• Forecast call — rep gives commit/upside/best-case with reasoning, not vibes

Section 5 — Ramp-to-Quota Math (15 min)

Put the formula on the board. This is the part managers skip and then wonder why Q3 missed.

Ramped Quota Formula:

`` flowchart TD A[Full Monthly Quota = Q] --> B[Month 1 Ramp Quota = 0.15 x Q] A --> C[Month 2 Ramp Quota = 0.40 x Q] A --> D[Month 3 Ramp Quota = 0.75 x Q] A --> E[Month 4+ Full Quota = 1.00 x Q] B --> F[Pipeline Coverage = 3x Ramp Quota] C --> F D --> F E --> F F --> G[Activity Target = Pipeline / Avg Deal Size / Win Rate] ``

Worked example — AE carrying $1.2M annual, $100K monthly, 25% win rate, $50K ACV:

• Month 1 quota — $15K closed, $45K pipeline target, 2 oppy created per week
• Month 2 quota — $40K closed, $120K pipeline target, 4 oppy per week
• Month 3 quota — $75K closed, $225K pipeline target, 5 oppy per week
• Month 4 — full $100K, $300K pipeline, steady state

Pavilion's 2024 benchmark data shows reps who hit 75% of ramped quota in month 3 reach full productivity by month 5; reps who hit under 50% rarely recover. That is your early-warning trigger — month 3 at sub-50% means immediate ride-along intervention, not a "let's see month 4."

Section 6 — Commitments & Next Steps (5 min)

End the hour with three written commitments on a notecard, signed by each manager:

• This week — pull every current new hire's day count and map them to the 5 gates. Flag any rep past gate date without a pass.
• This month — rewrite the 30/60/90 plan in the shared doc using the gates above. One owner, one deadline.
• This quarter — every new hire gets a manager sign-off at days 30, 60, 90. No exceptions. PIP starts on day 91 if Gate 5 fails.

Close with Roberge's line: "What gets measured gets ramped. What gets vibes gets fired in month six."

FAQ

Q: What if our sales cycle is longer than 90 days — can a rep certify on Gate 5 without a closed deal? A: Yes. Substitute pipeline generated and opps advanced as the proxy. The point of Gate 5 is proving the rep can *run the motion*, not luck into a fast deal. Use 3x ramped quota in pipeline + at least 3 opps past stage 3 as equivalent.

Q: How do we ramp SDRs differently from AEs? A: SDRs ramp on activity gates (dials, emails sent, meetings booked) before quality gates (meetings held, SAOs created). Bertuzzi's *Sales Development Playbook* benchmarks: SDR ramp is typically 60 days to full quota, AE ramp is 90-120 days.

SDR Gate 5 = booking 8+ qualified meetings per month sustainably.

Q: What about reps who came from a competitor and "already know the space"? A: They still run all 5 gates. The fastest failure mode is the "experienced hire" who skips Gate 2 (Persona) because they think they know your buyer — they know their *old* buyer, which is subtly different. Compress timeline to 60 days, do not skip gates.

Q: How much of week 1 should be LMS vs. Live shadowing? A: Roberge's data favors 30% LMS / 70% live. The firehose-LMS model loses information after 48 hours. Real call recordings retained as homework beat e-learning modules every time.

Q: What is the single biggest mistake managers make in ramp? A: Not running Gate 4 (Playbook) as a silent live observation. Most managers either coach during the call (rep never gets real reps) or review a recording days later (lessons stale). Silent live + same-day debrief is the highest-leverage hour you spend.

Q: Should ramping reps be paid 100% commission from day 1? A: No. Standard market practice (Pavilion 2024): ramp guarantee at 80-100% OTE for months 1-3, stepping down as ramped quota steps up. Pay them like they will succeed; the comp plan should reinforce the ramp curve, not punish it.

Sources

• Mark Roberge, *The Sales Acceleration Formula* (Wiley, 2015) — chapters 4-6 on the metrics-driven ramp model and certification before territory assignment.
• Trish Bertuzzi, *The Sales Development Playbook* (Moore-Lake, 2016) — SDR ramp framework, persona-pain-trigger triangle, 60-day SDR ramp benchmark.
• Aaron Ross, *Predictable Revenue* (PebbleStorm, 2011) — territory-burn risk during week-one ramp and the "specialize then ramp" principle.
• Bridge Group, *2024 Sales Development Metrics & Compensation Report* — median SDR ramp of 4.1 months, ramped quota benchmarks.
• Pavilion, *2024 GTM Benchmarks Report* — ramp-to-quota curves, ramp guarantee structures, month-3 leading indicator data.
• Andy Paul, *Sell Without Selling Out* (Page Two, 2022) — shadow-then-solo cadence and the manager's role in early ramp.
• Gartner CSO Insights, *2024 Sales Performance Study* — correlation between formal certification and 12-month retention.
• HubSpot Research, *State of Sales Onboarding 2024* — LMS-to-live ratio benchmarks and time-to-first-deal metrics.