UitbreidenOS When to activate
Monthly for new reps (first 12 months). Use to monitor ramp progress against targets and identify when coaching is needed. Provides early warning if rep is off-track.
When NOT to use
Not for territory planning — use territory-planner instead. Not for performance reviews — this is ramp assessment only. Not for fully-ramped reps (>month 12).
Ramp Milestone Definitions
Month 1–3: Foundation Phase (Target: 30% of Quota)
Activities (Leading Indicators):
- Territory accounts assigned and prioritized
- Prospect list built (250+ prospects identified)
- Cold outreach initiated (50+ outreach attempts)
- Discovery meetings scheduled (10+ meetings set)
Pipeline Milestones:
- Pipeline value: $[territory opportunity] × 30%
- Deal count in Prospect stage: [X] deals
Coaching Focus:
- Prospecting skills (qualification, lead generation)
- Discovery technique (asking right questions)
- CRM discipline (accurate logging, activity tracking)
Month 4–6: Production Phase (Target: 60–70% of Quota)
Activities (Leading Indicators):
- Prospect meetings completed (15+ discovery meetings)
- Opportunities qualified into pipeline (8+ deals in Qualification+)
- Proposals delivered (3+ proposals)
- Closing activities initiated (negotiation calls, contract review)
Pipeline Milestones:
- Pipeline value: $[territory opportunity] × 65%
- Deals in Qualification stage: [X] deals
- Deals in Solution Design: [X] deals
- Deals closing: [X] deals
Deal Progress:
- First deal closing in this window (target: 2–3 deals)
- Deal count trend: increasing
- Cycle time: approaching team average
Coaching Focus:
- Qualification rigor (advancing right deals)
- Solution design capability (understanding customer needs)
- Closing skills (handling objections, negotiation)
Month 7–12: Ramp-to-Quota Phase (Target: 90–100% of Quota)
Activities (Leading Indicators):
- Full territory coverage (100% of assigned accounts engaged)
- Consistent activity levels (matching team average)
- Pipeline refresh (continuous new business generation)
- Repeat closings (3+ deals closed)
Pipeline Milestones:
- Pipeline value: $[territory opportunity] × 100%+
- Deals closing per month: [Team average] deals
- Closed revenue: Tracking toward 100% quota
Ramp Success Indicators:
- Time to first deal: [X–Y weeks] (on track if <[X] weeks)
- Deal velocity: [X] deals/month (on track if = team average)
- Close rate: [X]% (on track if = team average)
Coaching Focus:
- Territory management (account prioritization, workload)
- Sales strategy (larger/more complex deals)
- Independence (making decisions without manager guidance)
Ramp Scorecard Template
Save as ramp/[rep-name]-ramp-[month].md
# New Rep Ramp Tracker — [Rep Name]
**Rep Name:** [Name]
**Start Date:** [Date]
**Current Month:** [Month X of ramp]
**Reporting Period:** [Month/Year]
**Manager:** [Sales Manager name]
---
## Ramp Status Summary
| Metric | Target | Actual | % of Target | Status |
|---|---|---|---|---|
| **Pipeline Value** | $[X]M | $[X]M | [X]% | [✓ or ✗] |
| **Deals in Pipeline** | [X] deals | [X] deals | [X]% | [✓ or ✗] |
| **Closed Revenue** | $[X]M | $[X]M | [X]% | [✓ or ✗] |
| **Activity Level** | [X] activities/week | [X] activities/week | [X]% | [✓ or ✗] |
| **Cumulative Quota Attainment** | [X]% | [X]% | — | [✓ or ✗] |
**Overall Ramp Status:** [✓ On Track / ⚠ At Risk / ✗ Off Track]
---
## Month-by-Month Progress
### Month 1–3: Foundation Phase
| Metric | Target | Actual | Variance | Notes |
|---|---|---|---|---|
| **Prospect Pipeline Built** | $[X]M | $[X]M | [+/-X%] | [How many accounts engaged?] |
| **Discovery Meetings** | [X] meetings | [X] meetings | [+/-X] | [What % converted to Qualification?] |
| **Outreach Activity** | [X] contacts/week | [X] contacts/week | [+/-X%] | [Email, cold calls, LinkedIn outreach] |
| **Qualification Conversions** | [X] deals | [X] deals | [+/-X] | [% of prospects advancing] |
| **CRM Discipline Score** | [X]% | [X]% | [+/-X%] | [Logging activities, updating stages] |
**Month 3 Status:** [✓ On track for Month 4 / ⚠ Needs coaching / ✗ Off track — escalate]
**Coaching Notes:**
- [Strength: e.g., "Great prospecting activity, strong discovery skills"]
- [Gap: e.g., "Need to improve qualification criteria; advancing weak deals"]
- [Action: e.g., "Schedule 2 joint discovery calls with manager to refine questioning"]
---
### Month 4–6: Production Phase
| Metric | Target | Actual | Variance | Notes |
|---|---|---|---|---|
| **Total Pipeline Value** | $[X]M | $[X]M | [+/-X%] | [Should be 60–70% of territory opportunity] |
| **Deals in Qualification+** | [X] deals | [X] deals | [+/-X] | [Should exceed Month 3 count] |
| **Proposals Delivered** | [X] proposals | [X] proposals | [+/-X] | [Proof of advancing deals] |
| **Deals Closing (First Closes)** | [X] deals | [X] deals | [+/-X] | [First revenue target for ramp] |
| **Closed Revenue** | $[X]K–$[X]M | $[X]M | [+/-X%] | [Segment-appropriate deal sizes] |
| **Activity Level** | [X] activities/week | [X] activities/week | [+/-X%] | [Maintaining prospecting + closing] |
**Month 6 Status:** [✓ On track for full ramp / ⚠ Needs focused coaching / ✗ Off track — performance plan]
**Coaching Notes:**
- [Early closes: Are deals real? Review deal scoring]
- [Pipeline quality: Are advancing deals meeting gate criteria?]
- [Activity balance: Still prospecting while closing first deals?]
---
### Month 7–12: Ramp-to-Quota Phase
| Metric | Target | Actual | Variance | Notes |
|---|---|---|---|---|
| **Total Pipeline Value** | $[X]M+ | $[X]M | [+/-X%] | [Should reach/exceed territory opportunity] |
| **Deal Velocity** | [X] deals/month | [X] deals/month | [+/-X] | [Should equal team average] |
| **Closed Revenue YTD** | $[X]M | $[X]M | [+/-X%] | [Tracking to 100% of annual quota] |
| **Close Rate** | [X]% | [X]% | [+/-X%] | [Should approach team average] |
| **Territory Coverage** | 100% of accounts | [X]% | [+/-X%] | [All assigned accounts engaged 1+ times] |
| **Repeat Closes** | [X] deals/quarter | [X] deals | [+/-X] | [Proof of territory ownership] |
**Month 12 Status:** [✓ Ramped successfully / ⚠ Approaching quota / ✗ Not on track]
**Coaching Notes:**
- [Readiness for full territory independence]
- [Remaining development areas]
- [Transition to standard management cadence (post-ramp)]
---
## Comparative Analysis: vs. Team Average
| Metric | Rep Average | Team Average | Variance | Status |
|---|---|---|---|---|
| **Time to First Deal** | [X] weeks | [X] weeks | [+/-X weeks] | [Faster/slower than peers] |
| **Activity Level** | [X] activities/week | [X] activities/week | [+/-X%] | [Productive/underperforming] |
| **Deal Velocity** | [X] deals/quarter | [X] deals/quarter | [+/-X] | [On pace/behind peers] |
| **Average Deal Size** | $[X]K | $[X]K | [+/-X%] | [Selling larger/smaller deals] |
| **Close Rate** | [X]% | [X]% | [+/-X%] | [More/less effective closer] |
| **Ramp Speed** | [Months to quota] | [X] months | [+/-X] | [Ramping faster/slower] |
**Peer Comparison:** [Rank new rep among peers; highlight strengths/gaps]
---
## Deal Progression Tracking
### Deals Advanced This Month
| Deal | Account | Value | Stage | Days in Current | Velocity vs. Avg | Notes |
|---|---|---|---|---|---|---|
| [ID] | [Name] | $[X]K | [Stage] | [X] days | [+/-X%] | [Tracking normally or blocked?] |
| [ID] | [Name] | $[X]K | [Stage] | [X] days | [+/-X%] | — |
### First Closes
| Deal | Account | Value | Close Date | Deal Age (weeks) | Rep Performance |
|---|---|---|---|---|---|
| [ID] | [Name] | $[X]K | [Date] | [X] weeks | [Shorter/longer than typical for rep stage] |
---
## Risk Factors & Interventions
### Off-Track Indicators
Check if any of these apply; if yes, intervention needed.
- [ ] Month 3: Pipeline <$[X]M or <[X] deals identified
- [ ] Month 6: <[X] proposals delivered or $0 closed revenue
- [ ] Month 12: <[X]% of quota closed or <[X]% territory coverage
### Coaching Interventions
If rep is at risk, implement one or more:
1. **Prospecting Boost:** [Manager joins 3 cold calls/week for 2 weeks]
2. **Deal Review:** [Weekly deal deep-dives to improve qualification and closing]
3. **Peer Mentoring:** [Pair with [experienced rep] for 2 co-calls/week]
4. **Training:** [Specific skill training: e.g., discovery, negotiation, CRM]
5. **Territory Reset:** [Reassign lower-performing accounts; focus on high-probability]
6. **Performance Plan:** [Formal 30/60/90 day improvement plan if severely off-track]
**Current Intervention:** [None / [Intervention type]]
**Effectiveness:** [Not yet applicable / [Trend: improving/stable/declining]]
---
## Success Prediction
**Probability Rep Reaches Quota by Month 12:** [X%]
**Confidence Assessment:**
- [High (>85%): On track in activities, pipeline, and closes]
- [Medium (60–85%): Mixed signals; on track in some areas, needs improvement in others]
- [Low (<60%): Off-track in multiple areas; intervention required]
**Most Likely Outcome:** [Reaches quota in Month X / Reaches quota 1–2 months late / May not reach quota]
---
## Next Steps
**For Manager:**
1. [Action 1: e.g., "Schedule weekly prospecting reviews for Month 4"]
2. [Action 2: e.g., "Introduce [peer mentor] pairing"]
3. [Action 3: e.g., "Create deal review cadence"]
**For Rep:**
1. [Action 1: e.g., "Increase prospecting to [X] activities/week"]
2. [Action 2: e.g., "Focus pipeline on [segment/account tier]"]
3. [Action 3: e.g., "Attend [training] on negotiation"]
---
**Scheduled Next Review:** [Date]
---