Turn a start date into a ramp that ends in quota.
“How do I get a new rep from start date to quota without guessing?”
A 30/60/90 with milestones, a certification bar before full load, and the manager touchpoints that catch a slow ramp early.
What this skill does
Takes a new hire and builds the ramp: a 30/60/90 plan where each gate has milestones the rep must hit, a certification bar they clear before they carry a full book, and the manager touchpoints that surface a slow ramp in week three instead of month three. It turns "figure it out" into a path with checkpoints, so a struggling rep is caught early and a strong one is turned loose sooner.
Inputs
- Works today with: the role, the motion, the start date, and what "fully ramped" means for this seat. Paste it or describe it.
- More powerful connected to a CRM: it tracks the rep's real activity and pipeline against the milestones, so ramp is measured, not assumed.
- Sharper with a meeting or call tool: it can check discovery and demo reps against the certification bar with real calls.
- Sharper with an LMS or content tool: it can map the learning path to your existing modules instead of generic ones.
How it works
- 130/60/90 with a theme per gate
Each gate has one job. Day 30 is learn: product, ICP, pitch, tools. Day 60 is do-with-support: real activity under supervision, first live calls, shadow-to-solo. Day 90 is own: full load, self-sourced, forecasting their own deals. One theme per gate keeps the ramp from becoming a firehose.
- 2Milestones at each gate
Each gate carries 3 to 5 milestones written as observable results, not attendance. "Passed the pitch cert," not "watched the pitch training." "Sourced first 5 qualified meetings," not "did some prospecting." A milestone you cannot observe is not a milestone.
- 3The certification bar
Before the rep carries a full book, they clear the CERT_BAR: a live pass on the pitch, a discovery call, a demo, and objection handling, graded against a rubric by the manager or a peer. The bar is pass or not-yet, and not-yet means more reps, not a lower bar. This is the gate that protects your pipeline from an unready rep.
- 4Manager touchpoints
The plan schedules the manager's check-ins at TOUCHPOINT_CADENCE, front-loaded because week one is where a bad ramp starts. Each touchpoint has a purpose: unblock, coach, or assess against the nearest milestone. The point is to catch a slow ramp while there is still time to fix it.
- 5Early-warning signals
The plan names the signals that a ramp is slipping: milestone missed at a gate, activity below the expected curve, cert not passed on the first attempt. Each has a response, so a slow start triggers coaching instead of a surprise at day 90.
Output format
ENABLEMENT PLAN · Mid-Market AE · outbound motion
Fully ramped = full quota, self-sourcing, forecasting own deals
DAY 30 · LEARN
[ ] Pitch cert passed (live, rubric-graded)
[ ] ICP + qualification framework quiz passed
[ ] Tools and CRM hygiene checklist signed off
DAY 60 · DO WITH SUPPORT
[ ] 15 self-sourced qualified meetings booked
[ ] Discovery cert passed
[ ] First 3 opps created, manager co-piloting
DAY 90 · OWN
[ ] Demo + objection cert passed -> solo on deals
[ ] Pipeline at 2x ramp-quota, self-sourced
[ ] Forecasting own deals in the weekly call
Manager touchpoints: daily wk1, 2x/wk wks 2-6, weekly after.
Early warnings:
- Pitch cert not passed by day 30 -> extra reps, re-cert day 37
- Under 8 meetings by day 45 -> prospecting coaching block
Tips
- Every milestone is an observable result, never attendance or "completed training."
- The certification bar is pass or not-yet, graded against a rubric, before full load.
- Manager touchpoints are front-loaded, each with a purpose, not just a recurring invite.
- Every gate has an early-warning signal with a defined response.
- FULLY_RAMPED is defined for the specific motion, not borrowed from another seat.
Walk into the forecast call with a number you can defend.
Sorts each deal into commit, best-case, or pipeline by evidence, flags one risk, and scripts what to press each rep on.
Run a pipeline review that finds problems, not recites them.
Coverage vs target, stage aging, week-over-week movement, stuck deals, and the question to ask per deal.