Closing role · manages full sales cycle from discovery to contract
A 30/60/90-day onboarding framework built around competency milestones rather than check-the-box tasks. Reps graduate each phase by demonstrating capability in a live or simulated environment — not by completing a course.
The fastest path to first deal is not more content — it's deliberate practice with fast feedback loops. This blueprint front-loads product fluency and discovery skills, then layers in deal management and territory strategy as the rep builds confidence.
| Phase | Milestone | Assessment Method | Pass Criteria |
|---|---|---|---|
| Days 1–30 | Product Demo Certification | 10-minute demo to a panel of 3 (manager, senior rep, CS) | Panel scores ≥4/5 on product knowledge, value framing, and handling one objection |
| Days 1–30 | ICP & Personas Quiz | Written assessment + roleplay as a Tier 1 prospect | 90% on written · Panel confirms persona fluency in roleplay |
| Days 31–60 | Discovery Call Certification | Live discovery call with a real prospect, reviewed by manager | MEDDPICC fields 80%+ populated post-call · Buyer advanced to Stage 2 |
| Days 31–60 | Objection Handling Drill | 10 common objections delivered cold — rep responds in real time | Score ≥4/5 by manager on value reframe, empathy, and no defensive responses |
| Days 61–90 | Pipeline Review | Live pipeline review with VP Sales · All open deals walked | 3× quota in Stage 2+ · All commit deals meet stage exit criteria · No deals older than 30 days with no movement |
| Days 61–90 | First Close Attempt | AE manages their first deal to close independently | Deal closed or in legal/contract — rep owns the process without manager handholding |
Pipeline sourcing role · cold outreach, prospecting, and qualified meeting creation
BDR ramp is about sourcing quality, not just volume. This blueprint builds ICP precision first, then outreach mechanics, then independent pipeline generation — where performance is measured by meeting quality and AE acceptance rate, not headcount of activities.
The fastest path to consistent pipeline is owning your ICP deeply enough to write messaging that resonates, not deploying high-volume sequences that train buyers to ignore you. BDRs who nail the first 30 days on targeting almost always outperform those who sprint straight to outreach.
| Phase | Milestone | Assessment Method | Pass Criteria |
|---|---|---|---|
| Days 1–30 | Messaging & ICP Cert | Roleplay: 5-min cold call opener to a skeptical prospect, scored by panel | Manager ≥4/5 on hook quality, ICP fit identification, and clear call-to-action |
| Days 1–30 | Tech Stack Proficiency | Sequencing tool audit — sequences built and reviewed by manager | 2+ active sequences live, CRM records clean, no data hygiene errors flagged |
| Days 31–60 | Meeting Booking Milestone | Book 3 qualified meetings — at least 1 observed live by manager | Meetings accepted by AE; Stage 1 MEDDPICC fields complete at handoff |
| Days 31–60 | Objection Handling Drill | 8 cold-call/email objections delivered cold — rep responds in real time | Score ≥4/5 on deflect, reframe, and book-not-pitch response pattern |
| Days 61–90 | Outreach Quota Attainment | Meeting-booked quota tracked across the full Days 61–90 window | ≥80% of meeting quota hit with ≥60% AE acceptance rate |
| Days 61–90 | Handoff Quality Review | BDR manager + AE audit of 5 recent handoffs | All 5 have Stage 1 MEDDPICC complete; AE confirms meeting quality ≥4/5 |
Technical pre-sales role · owns demo, POC, and technical close alongside the AE
SE onboarding prioritizes technical depth before customer exposure. Reps build demo fluency and integration knowledge in a sandbox environment, then earn their way into live deals through supported technical discovery — before owning the full technical close process independently.
The fastest path to effective technical selling is knowing the product deeply enough to improvise under pressure. SEs who skip the sandbox phase and jump to customer calls tend to undermine AE credibility when they need to "check with engineering" on basic questions. Depth first, exposure second.
| Phase | Milestone | Assessment Method | Pass Criteria |
|---|---|---|---|
| Days 1–30 | Technical Demo Cert | 20-minute demo to a panel of AE + engineering lead | Panel ≥4/5 on accuracy, integration depth, and handling 2 technical objections |
| Days 1–30 | Architecture & Integrations Quiz | Written assessment on product architecture, API, and 3 key integrations | ≥90% written score; SE lead confirms depth in debrief conversation |
| Days 31–60 | Custom Demo Build | Build a prospect-specific demo reviewed by SE manager before live delivery | Demo is accurate, customer-relevant, highlights correct use cases; no technical errors |
| Days 31–60 | Supported Technical Discovery | Co-lead a technical discovery call on a live deal with a senior SE | Senior SE scores ≥4/5 on question quality, gap identification, and written follow-through |
| Days 61–90 | POC Execution | Run a full POC — scoping, delivery, readout — on an active deal | Delivered on time; AE rates readout ≥4/5 on technical clarity and customer alignment |
| Days 61–90 | Independent Technical Close | Own technical track on 2 active deals without manager involvement | Both deals advance past technical validation; SE manages objections and escalations independently |
Post-sale role · owns onboarding, retention, expansion, and customer health
CSM onboarding centers on time-to-value for the customer — not just internal readiness. This blueprint layers product expertise with customer journey mastery, then transitions the CSM from observer to owner with a structured account handoff at each phase.
The fastest path to a healthy book of business is owning the onboarding experience with confidence from day one. CSMs who shadow too long before taking accounts often develop a passive posture that's hard to undo. This blueprint accelerates ownership while keeping the manager in co-pilot through Day 60.
| Phase | Milestone | Assessment Method | Pass Criteria |
|---|---|---|---|
| Days 1–30 | Onboarding Walkthrough Cert | Walk a mock new customer through the 30-day onboarding sequence | CS lead ≥4/5 on product accuracy, timeline clarity, and customer-ready communication style |
| Days 1–30 | Platform Proficiency | CS tool audit — health scores, playbooks, and alerts configured in tool | 5+ accounts loaded with health scores, playbooks assigned, and alerts live |
| Days 31–60 | First QBR Cert | Solo QBR to a real customer, observed by manager | Manager ≥4/5 on prep quality, health narrative, and ownership of action items |
| Days 31–60 | Renewal Conversation Drill | Roleplay: renewal for an at-risk account delivered cold | Score ≥4/5 on risk acknowledgment, value reframe, and escalation judgment |
| Days 61–90 | Portfolio Health Review | Full portfolio review with CS lead — all accounts assessed | All accounts have current health scores; risk accounts have active playbooks; no surprise churns |
| Days 61–90 | Expansion Opportunity | Present 1 expansion opportunity to CS + AE leadership | Opportunity is ICP-qualified, business case is sound, AE confirms viability |