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Revenue team onboarding skill

Revenue team onboarding — security access provisioning, ramp schedules, 30-60-90 plans, Slack engagement, shadowing, certification, and time-to-first-meeting reduction.

by LeadMagic·MIT license·★ 62 Stars on the repo·GitHub ↗

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SKILL.md · the author's own words
# 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).

Word-for-word excerpt, not a result. Read the full SKILL.md ↓

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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 → 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. 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 → the gtm-role-descriptions skill (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
  • references/gtm-data-exchange-playbook.md — Customer data exchange SOP
  • references/slack-engagement.md
  • references/ramp-benchmarks.md
  • 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
  • references/ryan-reisert-cold-calling.md — CRM Buckets certification
  • references/ronen-pessar-cold-calling.md — ColdCall-Market Fit gate
  • references/tom-slocum-cold-calling.md — 3×3 + sell-the-meeting Canonical lifecycle: references/gtm-lifecycle-stages.md (Revenue Team Lifecycle) · the gtm-metrics skill (lifecycle-monitoring-dashboard.md) (Ramp panel) · references/lifecycle-metrics-by-stage.md (ramp metrics)
  • 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
1---
2name: revenue-team-onboarding
3description: >-
4 Revenue team onboarding — security access provisioning, ramp schedules, 30-60-90
5 plans, Slack engagement, shadowing, certification, and time-to-first-meeting
6 reduction. Use when onboarding SDRs, AEs, managers, or RevOps hires. Triggers on:
7 "sales onboarding", "SDR ramp", "30-60-90 sales", "reduce ramp time", "Slack
8 for sales team", "security onboarding employees", "new rep onboarding", "sales
9 bootcamp".
10license: MIT
11compatibility: Claude Code, Codex, GitHub Copilot, Cursor, Gemini CLI, OpenCode, Goose, Hermes, Windsurf, Zed
12metadata:
13 version: "1.6.0"
14 author: LeadMagic
15 category: management-leadership
16 tags: [onboarding, ramp, security, slack, enablement, sdr, ae]
17 related_skills:
18 - sales-enablement
19 - sales-coaching
20 - gtm-leadership
21 - soc2-compliance
22 - security-assessments
23 - pipeline-management
24 - sales-team-building
25 - gtm-role-descriptions
26 - revops-tech-stack
27 - deal-desk
28 - customer-onboarding
29 frameworks:
30 - "Mark Roberge — Sales Acceleration Formula onboarding machine"
31 - "Winning by Design — REKS ramp and certification"
32 - "Jon Barrows (Sell Better) — Practical sales training cadence"
33 - "Kevin Dorsey — Sales leadership onboarding standards"
34 - "Jason Bay (Outbound Squad) — SDR messaging certification"
35 - "Henry Schuck (ZoomInfo) — Inbound SDR speed-to-lead standards"
36 - "Varun Anand (Clay) — Reverse demo certification"
37 - "Ryan Reisert — CRM Activity Buckets & cold call ramp"
38 - "Ronen Pessar — ColdCall-Market Fit certification gate"
39 - "Tom Slocum — 3×3 research & sell-the-meeting standards"
40 - "Stacey Nordwall (Culture Amp / Pyn) — Culture-first onboarding, onboarding surveys, remote GTM norms"
41 - "Tito Bohrt (AltiSales) — Leading-indicator SDR ramp & call-recording coaching"
42---
43 
44# Revenue Team Onboarding
45 
46## Overview
47 
48Ramp is a **system output**, not a personality test. Slow ramp usually means
49broken onboarding: no security access day one, no shadow path, Slack chaos,
50and enablement PDFs nobody opens. This skill designs revenue onboarding:
51**security-first access**, structured 30-60-90, certification gates, and Slack
52norms that accelerate time-to-first-qualified-meeting.
53 
54**Parallel lifecycle:** Revenue team Hire → Ramp → Productivity → Promotion/Exit.
55Customer lifecycle index → `references/gtm-lifecycle-stages.md` (team table).
56Ramp metrics → `references/lifecycle-metrics-by-stage.md` (Revenue Team Ramp).
57Comp plans must align with ramp credit — `executive-compensation/references/gtm-compensation-strategy.md`
58(Pattern 35) · `references/benchmark-reconciliation.md` (ramp vs productivity).
59 
60Enablement assets → `sales-enablement`. Coaching → `sales-coaching` (REKS).
61Process → `pipeline-management`.
62 
63## When to Use
64 
65- "Onboard new SDR/AE"
66- "Onboard GTM Engineer / RevOps hire"
67- "30-60-90 plan for sales hire"
68- "Reduce ramp time"
69- "Slack channels for sales team"
70- "Security onboarding for GTM hires"
71- "Sales bootcamp week one"
72 
73## Authoritative Foundations
74 
75- **Mark Roberge.** Onboarding as measurable machine: time-to-first-call, certification scores, conversion ramp curves.
76- **Winning by Design (Jacco van der Kooij).** REKS diagnostic from week 3; certify on SPICED, not just product trivia.
77- **Jon Barrows (Sell Better).** Skills training in short reps — objection, discovery, demo structure.
78- **Kevin Dorsey.** Manager standards: daily coaching rhythm during ramp.
79- **Jason Bay.** SDR messaging quality — certify outbound before live sends.
80- **Henry Schuck (ZoomInfo).** Inbound SDR ramp emphasizes **speed-to-lead**
81 tooling and queue certification before live MQL access — public benchmark
82 <90s response. See `sales-team-building` → `henry-schuck-sdr-model.md`.
83- **Varun Anand (Clay).** Certify reps on **reverse demo** (prospect screen-share,
84 first-win in 30 min) before solo PLG-hybrid demos — `demo-scripts` →
85 `reverse-demo-varun.md`.
86- **Ryan Reisert — CRM Activity Buckets.** Week 2–3: certify reps on four contact
87 stages and backwards daily workflow before unsupervised dialing.
88 → `references/ryan-reisert-cold-calling.md`
89- **Ronen Pessar — ColdCall-Market Fit.** Phone SDRs: certify on pattern-interrupt
90 opener + 50-call disposition review before full quota. Manager validates
91 connect → completion → meeting funnel. → `references/ronen-pessar-cold-calling.md`
92- **Tom Slocum — 3×3 + sell-the-meeting.** Week 1 cert: 3 insights in 3 minutes
93 on mock accounts; intro calls reviewed for meeting-sell (not product pitch).
94 → `references/tom-slocum-cold-calling.md`
95- **Tito Bohrt (AltiSales).** Ramp to **leading indicators**, not dials: certify the
96 funnel bottom-up (meetings completed → set → conversations → dials) to a ~**80–85%
97 show rate**, and coach from **call recordings** (AltiSales reviews ~100% of a new
98 rep's calls, then samples). Treat ramp as a **system output** (data + scripts +
99 coaching). Canonical →
100 `references/tito-bohrt-sdr-science.md`.
101 
102**Phone SDR ramp (weeks 2–4):** Shadow live calls → CallBlitz or manager listen-in
103→ 3×3 prep on every block → CRM Buckets + Gilkey disposition fields live →
10450 completions before solo list ownership. Load `cold-calling` + `references/cold-calling-experts-index.md`.
105 
106- **Stacey Nordwall (Culture Amp / Pyn).** HR-side ramp system: day-14/30/60 onboarding
107 pulses, manager closes feedback loop within one week, role-specific paths for SDR vs
108 AE vs RevOps. Canonical → `gtm-role-descriptions/references/hr-gtm-playbook.md`.
109 **Ramp timeline reconciliation:** 30-60-90 milestones vs 4.5–6 month full AE
110 productivity → `references/benchmark-reconciliation.md` (do not conflate quota-bearing
111 day 90 with tenured-level output).
112 
113## Step-by-Step Process
114 
115### Phase 1: Pre-Start (Security & Access)
116 
117**Day 0 checklist** — load `references/security-access-checklist.md`:
118 
119| System | Owner | SLA |
120|---|---|---|
121| Email + calendar | IT | Day 0 |
122| CRM (least privilege) | RevOps | Day 0 |
123| Sequencer | RevOps | Day 1 |
124| Slack | IT | Day 0 |
125| Gong / call recorder | RevOps | Day 1 |
126| Enrichment tools | RevOps | Day 1 |
127| Clay + n8n (GTM Engineer) | RevOps / GTM Eng manager | Day 0–1 |
128| SSO / MFA enforced | IT | Day 0 |
129| Laptop + MDM | IT | Before start |
130 
131**SOC2-aligned:** No production customer data until security training complete.
132Log access grants. Offboard within 24h on termination (`soc2-compliance`).
133 
134**Rep security hygiene (non-technical):** Before live customer contact, every
135GTM hire completes password manager + MFA on email, CRM, Slack, and sequencer;
136reads phishing patterns and demo screen-share checklist. Load
137`references/gtm-security-hygiene-basics.md`. Customer data rules →
138`references/gtm-data-exchange-playbook.md`.
139 
140### Phase 2: Week 1 — Immersion
141 
142| Day | Activity |
143|---|---|
144| 1 | Company, ICP, product demo, tool access verify |
145| 2 | Shadow 4 live calls (SDR or AE) |
146| 3 | Pipeline stages + CRM hygiene (`pipeline-management`) |
147| 4 | Messaging certification (`sales-enablement`) |
148| 5 | Mock discovery + manager sign-off |
149 
150**Slack:** Add to `#sales-team`, `#wins`, `#deal-desk` — not 20 channels day one.
151Load `references/slack-engagement.md`.
152 
153**Week 1 questions (both sides):** Manager and new hire align expectations via
154`references/onboarding-questions.md` and `templates/new-hire-questionnaire.md`
155(Roberge onboarding machine — diagnose ramp blockers early).
156 
157### Phase 3: 30-60-90 Plan
158 
159| Period | SDR | AE |
160|---|---|---|
161| **30** | Certified messaging; 50 calls; 5 meetings held | Shadow 10 calls; 2 self-sourced opps |
162| **60** | 50% quota; SQO quality pass | 50% quota; full cycle on 1 deal |
163| **90** | Full quota | Full quota; forecast in CRM |
164 
165Template: `templates/30-60-90-sales.md`
166 
167**GTM Engineer / RevOps:** Use OKR-based 30-60-90 from `gtm-role-descriptions` →
168the `gtm-role-descriptions` skill (gtm-engineer-jd.md) (stack audit week 1, one quick-win workflow,
169production runbooks by day 90). Interview handoff context: `gtm-engineer-hiring.md`.
170 
171### Phase 4: Certification Gates
172 
173No live outbound until:
174 
175- [ ] ICP quiz pass
176- [ ] CRM hygiene lab pass
177- [ ] Recorded mock call score ≥4/5
178- [ ] Security training complete
179- [ ] Password manager + MFA verified (`gtm-security-hygiene-basics.md`)
180- [ ] Messaging doc peer-reviewed (Jason Bay PVP-style for outbound)
181 
182### Phase 5: Ramp Reduction Tactics
183 
184| Tactic | Impact |
185|---|---|
186| Pre-built lists in CRM day 1 | -2 weeks to first meeting |
187| Buddy SDR/AE for 4 weeks | +20% 90-day attainment |
188| Daily 15-min manager coaching (Kevin Dorsey) | Faster skill correction — `sales-coaching` call rubric |
189| Gong library "top 10 calls" | Pattern recognition |
190| SPICED cheat sheet on second monitor | Better discovery scores |
191 
192### Phase 6: Slack Engagement Norms
193 
194- **Daily standup thread** in `#sales-team` (async-friendly)
195- **Win reactions** in `#wins` — manager amplifies
196- **Deal help** in `#deal-desk` with SPICED context required
197- **No DM-only questions** that should be team learning
198- **Response SLA:** manager <4h on ramp blockers
199 
200### Phase 7: Measure Ramp
201 
202| Metric | Target |
203|---|---|
204| Days to first qualified meeting | SDR <21; AE <30 |
205| Days to first opp created | AE <45 |
206| 90-day attainment | ≥70% of tenured baseline |
207| CRM hygiene score | ≥90% required fields |
208 
209## Output Format
210 
211- 30-60-90 plan per role
212- Security access checklist with owners
213- Certification rubric
214- Slack channel map
215- Ramp metrics dashboard spec
216 
217## Quality Check
218 
219- [ ] Day 0 access defined (CRM, email, Slack, MFA)
220- [ ] Certification before live customer contact
221- [ ] 30-60-90 measurable outcomes per role
222- [ ] Manager daily coaching cadence week 1–4
223- [ ] Slack norms documented (≤5 channels week 1)
224- [ ] Ramp metrics with targets
225 
226## Common Pitfalls
227 
2281. **Tools day 5.** Rep sits idle. Fix: RevOps SLA day 0–1.
2292. **PDF dump.** Fix: shadowing + certification.
2303. **Live sends day 1.** Brand damage. Fix: certify messaging first.
2314. **Slack channel sprawl.** Fix: core 3 channels, expand week 3.
2325. **No security training.** SOC2 audit fail. Fix: gate production access.
233 
234## Execution Artifacts
235 
236- `references/framework-notes.md`
237- `templates/output-template.md`
238- `scripts/check-output.py`
239- `references/security-access-checklist.md`
240- `references/gtm-security-hygiene-basics.md` — Passwords, 2FA, phishing, demo screen share
241- `references/gtm-data-exchange-playbook.md` — Customer data exchange SOP
242- `references/slack-engagement.md`
243- `references/ramp-benchmarks.md`
244- `references/hr-gtm-playbook.md` — HR GTM onboarding system (Stacey Nordwall)
245- `templates/30-60-90-sales.md`
246- `templates/certification-rubric.md`
247- `references/onboarding-questions.md` — manager ↔ new hire question banks
248- `templates/new-hire-questionnaire.md` — Week 1 joint form
249- `references/cold-calling-experts-index.md` — phone ramp router
250- `references/ryan-reisert-cold-calling.md` — CRM Buckets certification
251- `references/ronen-pessar-cold-calling.md` — ColdCall-Market Fit gate
252- `references/tom-slocum-cold-calling.md` — 3×3 + sell-the-meeting
253**Canonical lifecycle:** `references/gtm-lifecycle-stages.md` (Revenue Team Lifecycle) · the `gtm-metrics` skill (lifecycle-monitoring-dashboard.md) (Ramp panel) · `references/lifecycle-metrics-by-stage.md` (ramp metrics)
254 
255## Related Skills
256 
257- `sales-enablement` — collateral and playbook
258- `sales-coaching` — REKS ongoing
259- `soc2-compliance` — access control
260- `deal-desk` — enterprise security review + customer data checklist
261- `customer-onboarding` — post-sale data handoff boundaries
262- `gtm-leadership` — manager accountability
263- `pipeline-management` — stage certification
264 

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