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Blueprint

Get new reps deal-ready in their first 90 days

A structured ramp plan that replaces shadowing and hope with foundations, deliberate practice, and a clear bar new reps must clear before they touch live pipeline.

Ramp time is one of the most expensive numbers in a sales org, and most onboarding leaves it to chance: a week of orientation, some shadowing, then sink-or-swim. This blueprint structures the first 90 days so capability is built deliberately and verified before a new rep is trusted with real deals.

How it works

01

Days 0-30: Foundations

Product, market, and method, in context

Build the knowledge base, but anchor it to how the rep will actually use it. End the month with the rep able to articulate the value proposition and run a basic discovery conversation.

  • Cover product, ICP, competitive landscape, and the sales methodology
  • Have the rep practice a first discovery conversation by day 30
  • Set the explicit bar for what 'ready for month two' means
02

Days 31-60: Guided practice

Reps, feedback, repeat, in safe conditions

This is where capability is built. The rep practices the core conversations repeatedly against realistic counterparts, gets feedback, and improves, before the stakes are real.

  • Run repeated practice on discovery, objection handling, and demo
  • Give behavioral feedback after each attempt
  • Pair with manager coaching on the hardest moments
03

Days 61-90: Certification and live deals

Prove it, then go live

Before the rep carries pipeline, verify they can handle the key conversations to a defined standard. Then move into live deals with continued coaching, not a cliff edge.

  • Certify against a defined competency bar for each key conversation
  • Move into live deals with manager coaching still in place
  • Review ramp metrics and feed learnings into the next cohort

When to use it

This applies when

  • Hiring sales reps in cohorts where consistency of ramp matters
  • Reducing time-to-first-closed-won across a growing team
  • Replacing informal shadowing with a measurable, repeatable ramp

Frequently asked questions

Because a missed conversation in a real deal is expensive and hard to recover. Certification verifies capability in safe conditions, so the first live call is not the first real attempt.
Practice is the engine of month two and the basis for certification in month three. On-demand conversation simulation lets every new hire get the reps they need without waiting for a coach's calendar.

Keep exploring

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Scenario set

Objection Handling for Tech Sales Practice Scenarios

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