🎯 Guide: The First 30 Days — How to Ramp Reps with Precision

Forget the warm and fuzzy stuff. You’ve got targets to hit and new reps who need to be productive, fast. If you’re waiting 3 months to see if someone can sell, you’re wasting time — and pipeline.

This guide breaks down a high-velocity ramp process that works. No fluff. Just execution.

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Week 1: Foundation + Exposure

Objective: Build baseline knowledge, start repping the motion.

What to do:

• Daily product deep dives (30-min max)
• Shadow 3–5 real sales calls (with frameworks for what to listen for)
• Learn your ICP cold: pain points, triggers, and outcomes
• Role-play outbound messaging and cold openers

Key check-in:
✔ Can they explain your product’s “why” in under 60 seconds — like a human?

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Week 2: Start Reaching Out

Objective: Move from learning → doing.

What to do:

• Write and send real cold emails (based on proven frameworks)
• Practice objection handling daily (recorded or in pairs)
• Start setting their own meetings
• Run internal mock discovery calls (record, review, repeat)

Key check-in:
✔ Can they handle a live prospect objection without freezing?

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Week 3: Live Fire

Objective: Get in the arena — feedback in real time.

What to do:

• Book and run real discovery calls
• Start lightly managing their own pipeline (even if it’s small)
• Log every call, send recaps, and share learnings
• Have manager/coach review at least 2 calls with them

Key check-in:
✔ Can they lead a discovery call without hand-holding?

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Week 4: Pressure Test

Objective: Build consistency + confidence under pressure.

What to do:

• Own top-of-funnel (email, LinkedIn, calls)
• Start moving deals to next steps with minimal help
• Share weekly insights (what’s working, what’s not)
• Hit a mini activity or output quota

Key check-in:
✔ Are they coachable, consistent, and closing calendar time?

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Ramping Checklist: 5 Green Flags You’re On Track

1. They ask good questions — Curious reps ramp faster than know-it-alls.
2. They do the reps — Practice calls, emails, objection handling. Every day.
3. They adapt — You don’t have to repeat feedback twice.
4. They hit early targets — Meetings, calls, output. Momentum is everything.
5. They show signs of confidence — Ownership > permission-seeking.

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🚫 Don’t Make These Mistakes

• Waiting too long to let them talk to prospects – They won’t “feel ready.” Ever.
• Assuming shadowing = learning – Active > passive. Role-play > watch.
• Overloading onboarding – Simpler is faster. Get them to do the job.
• Only training product knowledge – Train talk tracks, pain recognition, process.
• Not tracking early indicators – Time-to-first-meeting is the new north star.

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Final Word: Ramping Is a Revenue Strategy

If ramping feels like “HR’s thing,” you’re already behind.
Your ability to scale revenue = your ability to ramp reps fast and well.

Build the playbook. Track the progress. Coach like it matters.
Because it does.

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