Sales Onboarding Overview (90-Day Ramp)
Overview
This card outlines the complete 90-day onboarding and ramp program for Spartan's In-Home Sales Representatives. Spartan's sales role is unique — reps go into customers' homes to present solutions (primarily water treatment, water heaters, repiping, and drain/sewer) and close the sale on-site. The program builds product knowledge, Spartan's sales process, and consistent close rates before a rep runs fully independent appointments.
Who This Applies To
All newly hired In-Home Sales Representatives at Spartan Plumbing.
Program Timeline
| Phase | Timeline | Focus |
|-------|----------|-------|
| Orientation | Week 1 | Company, systems, products overview |
| Product Deep Dive | Weeks 1–2 | Water treatment, water heaters, repiping, financing |
| Shadowing & Ride-Alongs | Weeks 2–3 | Observe senior rep and lead techs on live appointments |
| CRM & Tools Training | Weeks 3–4 | ServiceTitan, GoodLeap financing, proposal workflow |
| Supervised Appointments | Weeks 4–6 | Rep runs appointments; senior rep or manager present |
| Independent Appointments | Weeks 6–8 | Solo appointments with daily debrief |
| Ramp Completion | Weeks 8–12 | Full pipeline ownership; 30/60/90 assessments |
Compensation Note
Per Spartan's current sales rep job posting: Base $41,600/year ($800/week) + commission. Monthly bonus (Max $1,950) eligible after 60 days. Sales reps must understand the full compensation structure by end of Week 1.
90-Day Ramp Targets
| Metric | 30-Day | 60-Day | 90-Day |
|--------|--------|--------|--------|
| Appointments run | 10+ | 30+ | 50+ |
| Close rate | 30%+ | 40%+ | 50%+ |
| Average sale value | Building | On track | At or above team avg |
| Financing presentation rate | Learning | 80%+ | 90%+ |
Completion Criteria
- All product knowledge assessments passed
- Minimum 90-day close rate achieved or clear trajectory
- ServiceTitan proposal workflow proficient
- Josh/Call By Call Manager sign-off on 90-Day Ramp Completion
Related SOPs
- Week 1: Company & Product Orientation
- Weeks 1-2: Product Knowledge Deep Dive
- Weeks 2-3: Call Shadowing & Ride-Alongs
- 30-Day Assessment & Quota Introduction
- 60-Day Assessment & Pipeline Review
- 90-Day Performance Review & Ramp Completion