Sales Onboarding (New AE)
A New AE 30/60/90 ramp workspace that organizes onboarding, certification, ride-alongs, and first-deal progress in one place. Use it to keep the rep, manager, and enablement team aligned from Day 1 to Day 90.
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Overview
This Sales Onboarding (New AE) template is a 30/60/90 ramp workspace for a newly hired Account Executive. It brings the rep’s setup tasks, training, certifications, ride-alongs, manager check-ins, and first-deal targets into one shared place so the onboarding plan is visible and actionable.
Use it when you want a repeatable ramp process that mirrors how the sales team actually works. The workspace is organized around role-based members, stage-based task lists, weekly and biweekly check-ins, milestone tracking, and a hill chart for the overall ramp. The pinned resources and integrations help the rep move from learning to live customer execution without hunting for links or asking the same questions repeatedly.
This template is a good fit when onboarding needs coordination across Sales Manager, Enablement, Sales Ops, and a peer mentor. It is especially useful for teams that rely on discovery quality, call shadowing, product certification, and Salesforce-based opportunity tracking. It is not meant for a generic employee welcome space or for teams that do not need a structured ramp.
Do not use it if the role has no meaningful quota ramp, if onboarding is handled entirely in a separate LMS, or if the team does not want a shared working space for coaching and deal readiness. In those cases, a lighter checklist may be enough. For most sales teams, though, this template keeps the ramp specific, measurable, and easy to review.
What's inside this template
Members
This section defines the role-based owners for the ramp so accountability is clear without tying the template to specific people.
Channels
These channels separate kickoff, daily execution, decisions, and retros so conversations stay organized by workflow.
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#kickoff
Onboarding goals, territory context, success criteria, and role alignment.
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#day-to-day
Daily questions, training progress, call prep, and blocker resolution.
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#decisions
Approvals and decisions on pricing, exceptions, deal strategy, and process changes.
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#retros
Weekly reflection, coaching feedback, and lessons learned from calls and deals.
Check ins
These recurring check-ins create a predictable cadence for progress updates and coaching.
- Weekly Monday Ramp Check-in
- Biweekly Manager Coaching Check-in
Milestones
Milestones mark the major ramp outcomes that show the AE is progressing from setup to independent execution.
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Day 7: Setup Complete
All tools, access, and role expectations are confirmed.
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Day 30: Training and Certification Complete
Core onboarding modules and required certification are finished.
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Day 60: Live Customer Execution Started
Ride-alongs are complete and the AE is leading live customer conversations.
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Day 90: Ramp Review and First Deal Progress
The AE is operating independently and has measurable pipeline or first deal progress.
Task lists
These stage-based task lists break the ramp into concrete work with a clear DRI for each phase.
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Week 1: Setup and Role Alignment
Complete access, territory review, team introductions, and ramp expectations.
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Days 8-30: Training and Certification
Build product knowledge, messaging fluency, and process readiness.
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Days 31-60: Ride-Alongs and First Opportunities
Apply training in live customer work and begin managing early opportunities.
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Days 61-90: Independent Execution and First Deal Targets
Move toward independent execution, forecast discipline, and first closed-won progress.
Hill charts
The hill chart gives a quick visual of how far the AE has moved through the ramp and where effort is still concentrated.
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New AE 30/60/90 Ramp
Track the major ramp workstreams from onboarding through independent execution.
Default apps
Default apps connect the workspace to the tools the team already uses for collaboration, content, and pipeline tracking.
Integrations
Integrations keep the ramp connected to Slack, Drive, Salesforce, and Zoom so updates and evidence live where the work happens.
- Slack
- Google Drive
- Salesforce
- Zoom
Pinned resources
Pinned resources give the new AE one place to find the ramp plan, playbook, certification path, and review templates.
- New AE Ramp Plan
- Sales Playbook and Discovery Guide
- Product Certification Portal
- Ride-Along Notes Template
- Opportunity Review Checklist
How to use this template
- 1. Add the New AE and the role-based owners to the workspace, then confirm who is Responsible, Accountable, Consulted, and Informed for each ramp stage.
- 2. Review the Week 1 setup tasks, connect the required tools, and fill in the ramp plan, certification path, and first coaching dates.
- 3. Move through the training, ride-along, and execution task lists by assigning a clear DRI to each item and updating status in the relevant channel.
- 4. Use the Weekly Monday Ramp Check-in to capture blockers, completed work, and next steps, then use the Biweekly Manager Coaching Check-in for skill feedback and deal strategy.
- 5. Mark each milestone when the rep reaches it, update the hill chart, and close out the ramp with a 90-day review of progress toward the first deal target.
Best practices
- Keep the members list role-based so the workspace can be reused for every new AE without rewriting ownership.
- Use #kickoff for expectations and ramp goals, #day-to-day for execution updates, #decisions for approvals or scope changes, and #retros for lessons learned.
- Assign one DRI to every task list item so training, ride-alongs, and opportunity reviews do not stall in ambiguity.
- Tie each milestone to observable proof, such as a completed certification, a logged ride-along, or a reviewed opportunity in Salesforce.
- Store the discovery guide, playbook, and certification portal in pinned resources so the rep can find them without asking in chat.
- Keep the weekly check-in focused on blockers and progress, and reserve the coaching check-in for call feedback and skill development.
- Update the hill chart only after the rep completes a meaningful stage of work, not after every minor activity.
What this template typically catches
Issues teams running this template most often surface in practice:
Common use cases
Frequently asked questions
Who should use this Sales Onboarding (New AE) template?
This template is for a new Account Executive ramp workspace, usually owned by the AE’s manager and used by enablement, sales ops, and the rep. It works best when the team needs a shared place for training, certification, ride-alongs, and deal-readiness tasks. If your onboarding is informal or handled only in one-off meetings, this template gives it a clear structure.
What does the 30/60/90 structure in this template actually cover?
The template is built around four stages: Week 1 setup and role alignment, Days 8–30 training and certification, Days 31–60 ride-alongs and first opportunities, and Days 61–90 independent execution and first deal targets. Each stage has a task list and milestone so progress is visible, not implied. That makes it easier to see whether the rep is ready for live customer work or still needs support.
How often should the check-ins happen?
This workspace includes a Weekly Monday Ramp Check-in and a Biweekly Manager Coaching Check-in. Weekly check-ins are for status, blockers, and next actions, while the coaching session is for skill development and deal feedback. Keeping both cadences separate prevents the ramp from turning into a vague status meeting.
Who should be assigned as members in the workspace?
Use role-based members rather than names so the template can be cloned across hires. Typical roles include the New AE, Sales Manager, Sales Enablement, Sales Ops, and a Peer Mentor or SDR partner if needed. That mirrors the actual workflow and makes ownership clear even when people change.
Can this template be adapted for different sales motions?
Yes. You can adjust the milestones, task lists, and pinned resources for SMB, mid-market, enterprise, inbound, or outbound motions. For example, an enterprise team may add more discovery practice and multi-threading, while an inbound team may emphasize speed-to-lead and qualification. The structure stays the same even when the content changes.
What are the most common mistakes when using a ramp workspace like this?
The biggest mistake is leaving ownership vague, which causes tasks to sit without a DRI. Another common issue is using the workspace only for announcements instead of tracking concrete actions like certifications, ride-alongs, and opportunity reviews. It also helps to keep the channels specific to kickoff, day-to-day work, decisions, and retros so conversations do not get buried.
How does this compare with ad-hoc onboarding in email or chat?
Ad-hoc onboarding usually scatters training links, feedback, and next steps across messages that are hard to revisit. This template keeps the ramp plan, task lists, milestones, and decision history in one workspace, which makes it easier to coach the rep and spot gaps early. It also creates a repeatable onboarding pattern for every new AE.
What integrations are most useful with this template?
Slack is useful for check-in reminders and quick updates, Google Drive for playbooks and notes, Salesforce for opportunity tracking, and Zoom for ride-alongs or call reviews. Those integrations connect the workspace to the real sales workflow instead of duplicating it. If your team uses other tools, you can swap them in without changing the ramp structure.
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