| name | ramp-tracker |
| description | Tracks new rep productivity against ramp milestones. Monitors activity, deal progression, and closed revenue monthly. Identifies ramp bottlenecks and triggers coaching interventions. Calculates time-to-quota and predicts full ramp success. |
| allowed-tools | Read, Write |
| effort | medium |
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):
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):
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):
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] |
| | [X] deals | [X] deals | [+/-X] | [Should exceed Month 3 count] |
| | [X] proposals | [X] proposals | [+/-X] | [Proof of advancing deals] |
| | [X] deals | [X] deals | [+/-X] | [First revenue target for ramp] |
| | $[X]K–$[X]M | $[X]M | [+/-X%] | [Segment-appropriate deal sizes] |
| | [X] activities/week | [X] activities/week | [+/-X%] | [Maintaining prospecting + closing] |
[✓ On track for full ramp / ⚠ Needs focused coaching / ✗ Off track — performance plan]
[Early closes: Are deals real? Review deal scoring]
[Pipeline quality: Are advancing deals meeting gate criteria?]
[Activity balance: Still prospecting while closing first deals?]
---
| Metric | Target | Actual | Variance | Notes |
|---|---|---|---|---|
| | $[X]M+ | $[X]M | [+/-X%] | [Should reach/exceed territory opportunity] |
| | [X] deals/month | [X] deals/month | [+/-X] | [Should equal team average] |
| | $[X]M | $[X]M | [+/-X%] | [Tracking to 100% of annual quota] |
| | [X]% | [X]% | [+/-X%] | [Should approach team average] |
| | 100% of accounts | [X]% | [+/-X%] | [All assigned accounts engaged 1+ times] |
| | [X] deals/quarter | [X] deals | [+/-X] | [Proof of territory ownership] |
[✓ Ramped successfully / ⚠ Approaching quota / ✗ Not on track]
[Readiness for full territory independence]
[Remaining development areas]
[Transition to standard management cadence (post-ramp)]
---
| Metric | Rep Average | Team Average | Variance | Status |
|---|---|---|---|---|
| | [X] weeks | [X] weeks | [+/-X weeks] | [Faster/slower than peers] |
| | [X] activities/week | [X] activities/week | [+/-X%] | [Productive/underperforming] |
| | [X] deals/quarter | [X] deals/quarter | [+/-X] | [On pace/behind peers] |
| | $[X]K | $[X]K | [+/-X%] | [Selling larger/smaller deals] |
| | [X]% | [X]% | [+/-X%] | [More/less effective closer] |
| | [Months to quota] | [X] months | [+/-X] | [Ramping faster/slower] |
[Rank new rep among peers; highlight strengths/gaps]
---
| 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%] | — |
| Deal | Account | Value | Close Date | Deal Age (weeks) | Rep Performance |
|---|---|---|---|---|---|
| [ID] | [Name] | $[X]K | [Date] | [X] weeks | [Shorter/longer than typical for rep stage] |
---
Check if any of these apply; if yes, intervention needed.
[ ] Month 3: Pipeline <$[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
If rep is at risk, implement one or more:
[Manager joins 3 cold calls/week for 2 weeks]
[Weekly deal deep-dives to improve qualification and closing]
[Pair with [experienced rep] for 2 co-calls/week]
[Specific skill training: e.g., discovery, negotiation, CRM]
[Reassign lower-performing accounts; focus on high-probability]
[Formal 30/60/90 day improvement plan if severely off-track]
[None / [Intervention type]]
[Not yet applicable / [Trend: improving/stable/declining]]
---
[X%]
[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]
[Reaches quota in Month X / Reaches quota 1–2 months late / May not reach quota]
---
[Action 1: e.g., "Schedule weekly prospecting reviews for Month 4"]
[Action 2: e.g., "Introduce [peer mentor] pairing"]
[Action 3: e.g., "Create deal review cadence"]
[Action 1: e.g., "Increase prospecting to [X] activities/week"]
[Action 2: e.g., "Focus pipeline on [segment/account tier]"]
[Action 3: e.g., "Attend [training] on negotiation"]
---
[Date]
---
