New Rep Onboarding: 4-Week Methodology Plan

On-demand reference for the sales-methodology skill.

Week 1: Framework introduction + language
  - Teach the methodology concepts (2-hour session max)
  - Give them a one-page reference card, not a 40-page playbook
  - Have them score 5 historical deals using the framework

Week 2: Guided practice
  - Role-play discovery calls using the framework
  - Listen to 3-5 recorded calls and identify methodology elements
  - Debrief each exercise: what was strong, what was missed

Week 3: Shadowing
  - Shadow 3+ live calls with experienced reps
  - After each call, identify: what SPICED elements were uncovered?
  - Begin scoring real deals in CRM

Week 4: Live with coaching
  - Run own discovery calls with manager listening
  - Debrief after every call for the first 2 weeks
  - Start participating in deal reviews

Ongoing:
  - Weekly deal reviews with methodology scoring
  - Monthly calibration: are reps scoring consistently?
  - Quarterly refresh: any methodology adjustments needed?