Revenue team onboarding

Revenue Team Onboarding

Overview

Ramp is a system output, not a personality test. Slow ramp usually means broken onboarding: no security access day one, no shadow path, Slack chaos, and enablement PDFs nobody opens. This skill designs revenue onboarding: security-first access, structured 30-60-90, certification gates, and Slack norms that accelerate time-to-first-qualified-meeting.

Parallel lifecycle: Revenue team Hire → Ramp → Productivity → Promotion/Exit.
Customer lifecycle index → references/gtm-lifecycle-stages.md (team table).
Ramp metrics → references/lifecycle-metrics-by-stage.md (Revenue Team Ramp).
Comp plans must align with ramp credit — executive-compensation/references/gtm-compensation-strategy.md (Pattern 35) · references/benchmark-reconciliation.md (ramp vs productivity).

Enablement assets → sales-enablement. Coaching → sales-coaching (REKS). Process → pipeline-management.

When to Use

• "Onboard new SDR/AE"
• "Onboard GTM Engineer / RevOps hire"
• "30-60-90 plan for sales hire"
• "Reduce ramp time"
• "Slack channels for sales team"
• "Security onboarding for GTM hires"
• "Sales bootcamp week one"

Authoritative Foundations

• Mark Roberge. Onboarding as measurable machine: time-to-first-call, certification scores, conversion ramp curves.
• Winning by Design (Jacco van der Kooij). REKS diagnostic from week 3; certify on SPICED, not just product trivia.
• Jon Barrows (Sell Better). Skills training in short reps — objection, discovery, demo structure.
• Kevin Dorsey. Manager standards: daily coaching rhythm during ramp.
• Jason Bay. SDR messaging quality — certify outbound before live sends.
• Henry Schuck (ZoomInfo). Inbound SDR ramp emphasizes speed-to-lead tooling and queue certification before live MQL access — public benchmark <90s response. See sales-team-building → henry-schuck-sdr-model.md.
• Varun Anand (Clay). Certify reps on reverse demo (prospect screen-share, first-win in 30 min) before solo PLG-hybrid demos — demo-scripts → reverse-demo-varun.md.
• Ryan Reisert — CRM Activity Buckets. Week 2–3: certify reps on four contact stages and backwards daily workflow before unsupervised dialing. → references/ryan-reisert-cold-calling.md
• Ronen Pessar — ColdCall-Market Fit. Phone SDRs: certify on pattern-interrupt opener + 50-call disposition review before full quota. Manager validates connect → completion → meeting funnel. → references/ronen-pessar-cold-calling.md
• Tom Slocum — 3×3 + sell-the-meeting. Week 1 cert: 3 insights in 3 minutes on mock accounts; intro calls reviewed for meeting-sell (not product pitch). → references/tom-slocum-cold-calling.md
• Tito Bohrt (AltiSales). Ramp to leading indicators, not dials: certify the funnel bottom-up (meetings completed → set → conversations → dials) to a ~80–85% show rate, and coach from call recordings (AltiSales reviews ~100% of a new rep's calls, then samples). Treat ramp as a system output (data + scripts + coaching). Canonical → skills/founder-led/sales-team-building/references/tito-bohrt-sdr-science.md.

Phone SDR ramp (weeks 2–4): Shadow live calls → CallBlitz or manager listen-in → 3×3 prep on every block → CRM Buckets + Gilkey disposition fields live → 50 completions before solo list ownership. Load cold-calling + references/cold-calling-experts-index.md.

• Stacey Nordwall (Culture Amp / Pyn). HR-side ramp system: day-14/30/60 onboarding pulses, manager closes feedback loop within one week, role-specific paths for SDR vs AE vs RevOps. Canonical → gtm-role-descriptions/references/hr-gtm-playbook.md. Ramp timeline reconciliation: 30-60-90 milestones vs 4.5–6 month full AE productivity → references/benchmark-reconciliation.md (do not conflate quota-bearing day 90 with tenured-level output).

Step-by-Step Process

Phase 1: Pre-Start (Security & Access)

Day 0 checklist — load references/security-access-checklist.md:

System	Owner	SLA
Email + calendar	IT	Day 0
CRM (least privilege)	RevOps	Day 0
Sequencer	RevOps	Day 1
Slack	IT	Day 0
Gong / call recorder	RevOps	Day 1
Enrichment tools	RevOps	Day 1
Clay + n8n (GTM Engineer)	RevOps / GTM Eng manager	Day 0–1
SSO / MFA enforced	IT	Day 0
Laptop + MDM	IT	Before start

SOC2-aligned: No production customer data until security training complete. Log access grants. Offboard within 24h on termination (soc2-compliance).

Rep security hygiene (non-technical): Before live customer contact, every GTM hire completes password manager + MFA on email, CRM, Slack, and sequencer; reads phishing patterns and demo screen-share checklist. Load references/gtm-security-hygiene-basics.md (repo root). Customer data rules → references/gtm-data-exchange-playbook.md.

Phase 2: Week 1 — Immersion

Day	Activity
1	Company, ICP, product demo, tool access verify
2	Shadow 4 live calls (SDR or AE)
3	Pipeline stages + CRM hygiene (pipeline-management)
4	Messaging certification (sales-enablement)
5	Mock discovery + manager sign-off

Slack: Add to #sales-team, #wins, #deal-desk — not 20 channels day one. Load references/slack-engagement.md.

Week 1 questions (both sides): Manager and new hire align expectations via references/onboarding-questions.md and templates/new-hire-questionnaire.md (Roberge onboarding machine — diagnose ramp blockers early).

Phase 3: 30-60-90 Plan

Period	SDR	AE
30	Certified messaging; 50 calls; 5 meetings held	Shadow 10 calls; 2 self-sourced opps
60	50% quota; SQO quality pass	50% quota; full cycle on 1 deal
90	Full quota	Full quota; forecast in CRM

Template: templates/30-60-90-sales.md

GTM Engineer / RevOps: Use OKR-based 30-60-90 from gtm-role-descriptions → skills/founder-led/gtm-role-descriptions/templates/gtm-engineer-jd.md (stack audit week 1, one quick-win workflow, production runbooks by day 90). Interview handoff context: gtm-engineer-hiring.md.

Phase 4: Certification Gates

No live outbound until:

• ICP quiz pass
• CRM hygiene lab pass
• Recorded mock call score ≥4/5
• Security training complete
• Password manager + MFA verified (gtm-security-hygiene-basics.md)
• Messaging doc peer-reviewed (Jason Bay PVP-style for outbound)

Phase 5: Ramp Reduction Tactics

Tactic	Impact
Pre-built lists in CRM day 1	-2 weeks to first meeting
Buddy SDR/AE for 4 weeks	+20% 90-day attainment
Daily 15-min manager coaching (Kevin Dorsey)	Faster skill correction — sales-coaching call rubric
Gong library "top 10 calls"	Pattern recognition
SPICED cheat sheet on second monitor	Better discovery scores

Phase 6: Slack Engagement Norms

• Daily standup thread in #sales-team (async-friendly)
• Win reactions in #wins — manager amplifies
• Deal help in #deal-desk with SPICED context required
• No DM-only questions that should be team learning
• Response SLA: manager <4h on ramp blockers

Phase 7: Measure Ramp

Metric	Target
Days to first qualified meeting	SDR <21; AE <30
Days to first opp created	AE <45
90-day attainment	≥70% of tenured baseline
CRM hygiene score	≥90% required fields

Output Format

• 30-60-90 plan per role
• Security access checklist with owners
• Certification rubric
• Slack channel map
• Ramp metrics dashboard spec

Quality Check

• Day 0 access defined (CRM, email, Slack, MFA)
• Certification before live customer contact
• 30-60-90 measurable outcomes per role
• Manager daily coaching cadence week 1–4
• Slack norms documented (≤5 channels week 1)
• Ramp metrics with targets

Common Pitfalls

1. Tools day 5. Rep sits idle. Fix: RevOps SLA day 0–1.
2. PDF dump. Fix: shadowing + certification.
3. Live sends day 1. Brand damage. Fix: certify messaging first.
4. Slack channel sprawl. Fix: core 3 channels, expand week 3.
5. No security training. SOC2 audit fail. Fix: gate production access.

Execution Artifacts

• references/framework-notes.md
• templates/output-template.md
• scripts/check-output.py
• references/security-access-checklist.md
• references/gtm-security-hygiene-basics.md — Passwords, 2FA, phishing, demo screen share (repo root)
• references/gtm-data-exchange-playbook.md — Customer data exchange SOP (repo root)
• references/slack-engagement.md
• references/ramp-benchmarks.md
• ../../founder-led/gtm-role-descriptions/references/hr-gtm-playbook.md — HR GTM onboarding system (Stacey Nordwall)
• templates/30-60-90-sales.md
• templates/certification-rubric.md
• references/onboarding-questions.md — manager ↔ new hire question banks
• templates/new-hire-questionnaire.md — Week 1 joint form
• references/cold-calling-experts-index.md — phone ramp router (repo root)
• references/ryan-reisert-cold-calling.md — CRM Buckets certification (repo root)
• references/ronen-pessar-cold-calling.md — ColdCall-Market Fit gate (repo root)
• references/tom-slocum-cold-calling.md — 3×3 + sell-the-meeting (repo root) Canonical lifecycle (repo root): references/gtm-lifecycle-stages.md (Revenue Team Lifecycle) · skills/analytics/gtm-metrics/templates/lifecycle-monitoring-dashboard.md (Ramp panel) · references/lifecycle-metrics-by-stage.md (ramp metrics)

Related Skills

• sales-enablement — collateral and playbook
• sales-coaching — REKS ongoing
• soc2-compliance — access control
• deal-desk — enterprise security review + customer data checklist
• customer-onboarding — post-sale data handoff boundaries
• gtm-leadership — manager accountability
• pipeline-management — stage certification