A practical 30/60/90 onboarding plan for SDRs, AEs and AMs to accelerate ramp and retention.
A strong onboarding plan boosts ramp speed and retention. Use this outline and tailor to your product and territory.
Day 1–30: Learn & shadow
- Product fundamentals, ICP and messaging.
- Tooling: CRM, sequences, forecasting.
- Shadow calls; deliver a 5‑minute value pitch by day 10.
- Activity targets (e.g., 15 qualified meetings supported by mentor).
Day 31–60: Execute with coaching
- Own discovery calls; run demos with a buddy.
- Pipeline target (e.g., £80k added).
- Weekly call reviews; objection‑handling clinics.
- Midpoint review vs. scorecard.
Day 61–90: Own outcomes
- Full quota ownership; close first deals.
- Forecast accuracy target ±15%.
- Personal development plan and next‑quarter goals.
Manager checklist: Weekly 1:1s, enablement calendar, clear KPI dashboard.
Artifacts: Playbook, territory plan, mutual action plans.
TY Recruitment provides onboarding templates and manager coaching to ramp sellers faster.