60-Day Assessment & Pipeline Review

Overview

The 60-Day Assessment evaluates pipeline maturity, close rate performance, and whether the rep is on track for full ramp completion at 90 days. This is also the trigger point for monthly bonus eligibility per Spartan's compensation structure.

Who Conducts

Josh Ferguson with Operations Manager.

Assessment Format

Section 1 — Pipeline Review (ServiceTitan)

Pull full pipeline report for the rep's last 30 days:

• Total appointments run
• Closed vs. unclosed
• Open estimates (how old, follow-up activity)
• Average sale value
• Total revenue attributed to rep
• Financing used on closed jobs (rate)

Section 2 — Performance vs. Targets

Compare actuals to the 60-day targets set at the 30-Day Assessment:

• Close rate vs. target (target: 40%+)
• Financing presentation rate (target: 90%+)
• ServiceTitan documentation compliance

Section 3 — Compensation Milestone

Confirm: has the rep met the 60-day threshold for monthly bonus eligibility?

• If yes: confirm activation in Paylocity with Josh
• If no: document what is required before activation

Section 4 — 1:1 Development Conversation

• What is working in the appointment process?
• What objections does the rep struggle to handle?
• Product knowledge gaps observed?
• 90-day targets reviewed and confirmed

Outcomes

| Result | Action |

|--------|--------|

| On track | Continue to 90-day ramp with no changes |

| Slightly behind | Weekly pipeline review added; targeted coaching |

| Significantly behind | Josh determines path: extended ramp or PIP |

Related SOPs

• 30-Day Assessment & Quota Introduction
• 90-Day Performance Review & Ramp Completion