Sales Training Template and Rep Ramp Checklist
A ready-to-run onboarding program and the ramp checklist to go with it. Certify every rep, then see which competencies each team is actually strong on.
- A seven-module sales program, from prospecting to close, with audience and duration
- A ten-point rep ramp checklist you can map to your onboarding plan
- A competency matrix that scores each team on discovery, pitch, objections, negotiation and closing
- A weekly coaching and quarterly refresher cadence so skills keep improving
What is inside
- A seven-module sales program, from prospecting to close, with audience and duration for each session.
- A ten-point rep ramp checklist you can map to your onboarding plan and mark off per new hire.
- A competency matrix that scores each team on the five skills that move win rate, and shows where coaching is needed.
- A coaching and refresher cadence so skills keep improving after the first ninety days.
Who it is for
Anyone who has to ramp reps, or answer for the number.
- Sales enablement leads
- Sales managers and directors
- VPs of Sales and CROs
- L&D and training teams
- SDR and BDR team leads
- RevOps
- Founders and heads of growth
- New sales reps
The sales training program template
Seven modules covering the skills that decide whether a rep hits quota. Run the full set during onboarding, then use the refresher and skill-specific modules through the year.
| Module | Audience | Duration | What it must cover |
|---|---|---|---|
| 1. Sales foundations and ICP | New reps | 30 min | Your market, the ideal customer profile, the buyer personas and where your product wins. |
| 2. Prospecting and outreach | New reps, SDRs | 30 min | Building a target list, multi-channel outreach, and writing messages that get replies. |
| 3. Discovery and qualification | All reps | 40 min | A discovery framework, the questions that surface real pain, and a qualification model. |
| 4. Product and value pitch | All reps | 40 min | Product certification, mapping features to buyer pain, and a recorded pitch for sign-off. |
| 5. Objection handling | All reps | 30 min | The common objections, how to respond without discounting, and role-play until it is fluent. |
| 6. Negotiation and closing | Closing reps | 40 min | Trading not caving, protecting margin, reading buying signals, and asking for the close. |
| 7. Pipeline and CRM hygiene | All reps | 25 min | Stage definitions, next-step discipline, accurate notes, and forecasting you can trust. |
Delivering certification and the recorded pitch through an LMS gives you dated, scored completion per rep and per team, the evidence a sales leader needs to sign a rep off to live pipeline.
The rep ramp checklist
Ten steps to take a new rep from day one to their first reviewed deal. Tick items to track a rep's ramp, it stays in this browser. The download has the same list with an owner and a target-date column.
- ICP, territory and target account list assignedSetupWeek 1
- CRM access granted and pipeline stages learnedSystemsWeek 1
- Product certification passedProductWeek 2
- Recorded pitch delivered and signed offPitchWeek 2
- First mock discovery call scoredDiscoveryWeek 3
- Objection handling role-play drilledObjectionsWeek 3
- Shadowed five live calls and debriefedCoachingWeek 4
- Ramp-to-quota milestones agreed with managerTargetsWeek 4
- Weekly coaching one-to-one cadence setCoachingOngoing
- First closed or lost deal reviewedReviewDay 90
The step most teams skip is the last one. Without a structured first-deal review, a rep repeats the same discovery mistake on the next ten opportunities.
Team competency at a glance
The ramp checklist tells you whether a rep finished onboarding. This matrix tells you which competencies each team is actually strong on. Score every team on the five skills that move win rate. In Excel the readiness and gaps calculate as you type.
| Team | Reps | Discovery | Product pitch | Objections | Negotiation | Closing | Ready |
|---|---|---|---|---|---|---|---|
| Enterprise AE | 14 | 2 | 2 | 2 | 2 | 2 | 100% |
| Mid-market AE | 22 | 2 | 1 | 2 | 1 | 1 | 70% |
| SMB AE | 30 | 1 | 2 | 1 | 1 | 2 | 70% |
| SDR team | 18 | 2 | 1 | 1 | 0 | 0 | 40% |
| New reps (0 to 90 days) | 9 | 1 | 1 | 0 | 0 | 1 | 30% |
| Coverage at required | 60% | 40% | 40% | 20% | 40% | 62% |
The exposure here is closing. The SDR team and new reps score zero on it, so any deal that reaches negotiation without an experienced closer is at risk of stalling or discounting away margin.
The sales training calendar
| Timing | Action | Owner |
|---|---|---|
| On joining | Modules 1 to 7 across the first four weeks, with certification gates. | Enablement |
| Weekly | Coaching one-to-one with a recorded call review and one skill focus. | Sales manager |
| Monthly | Review competency scores, ramp-to-quota time and win rate by rep. | Sales manager |
| Quarterly | Refresher on a priority skill and a new-product or pricing update. | Enablement |
| For higher-value deals | Deal-specific coaching on negotiation and multi-threading. | Sales leader |
| After a big win or loss | Structured deal review and a short lesson shared with the team. | Sales manager |
How to run it
- Baseline current proficiency
Score each rep on the core competencies before training, so you can show the lift afterwards.
- Set ramp milestones, not just a start date
Certification by week two, first scored discovery call by week three, first closed deal reviewed by day 90.
- Certify on product and pitch
Gate reps on a product check and a recorded pitch before they touch live pipeline.
- Drill with call reviews
Use recorded discovery and demo calls in weekly coaching, not just deal desk reviews.
- Score competency by rep and team
Roll it up per team so a weak spot in negotiation or closing is visible before the forecast slips.
- Review coaching and pipeline monthly
Competency scores, ramp-to-quota time, and win rate by rep, reviewed every month.
Disprz customers see up to 8X training ROI.
Common mistakes this pack prevents
- Ramp by osmosis: a week of shadowing, a deck, and then a quota, with no scored milestones.
- A company-wide onboarding tick that hides reps who never learned to run discovery.
- Training everyone identically, when SDRs, SMB and enterprise reps need different depth.
- Certifying on product knowledge but never on a recorded pitch or a live discovery call.
- No competency scoring, so coaching goes to the loudest problem instead of the real gap.
Which format should you use?
| Format | Best for | What is inside | Editable | Size |
|---|---|---|---|---|
| Sharing and print | The full template, formatted to print or circulate | No | 55 KB | |
| Word | Editing the wording | Every section as editable text you can adapt | Yes | 86 KB |
| Excel | Filling it in live | The grid and scoring set up as a working spreadsheet | Yes | 65 KB |
Questions people ask
What should a sales training program include?
How long should sales onboarding take?
Can I adapt the modules and competencies?
Does the Excel tracker work in Google Sheets?
Do I have to fill the form three times?
Ramp is only real if reps finish it and you can see it. That is the part we run.
Bring your sales leaders to a 30-minute working session. We will show how Disprz delivers rep onboarding in short mobile modules, scores competency, and rolls ramp completion up by team, so your next QBR is a two-minute export.