90-Day Performance Review & Ramp Completion

Overview

The 90-Day Performance Review is the final checkpoint of the Sales Onboarding program. A rep who passes is fully ramped — no more supervised appointments, full pipeline ownership, and eligible for all incentive programs. Conducted by Josh Ferguson.

Who Conducts

Josh Ferguson. Operations Manager documents outcomes.

Assessment Format

Section 1 — Full Performance Metrics (30-day trailing)

From ServiceTitan:

• Total appointments run
• Close rate (target: 50%+)
• Average sale value (vs. team average)
• Revenue generated
• Financing utilization rate (90%+)
• Follow-up compliance (100% of open estimates followed up within 48 hrs)

Section 2 — Final Nexstar Scorecard

Operations Manager conducts a ride-along assessment:

• Minimum passing score: 85%
• Focus areas: presentation quality, objection handling, closing and review request

Section 3 — Full Independence Certification

Rep demonstrates or confirms:

• Full ServiceTitan proposal workflow (create, send, follow up, close)
• GoodLeap application process end-to-end
• Discount authorization limits (what requires Josh approval)
• When to escalate (customer dispute, major pricing issue, competitor quotes)

Section 4 — Compensation & Growth Review

• Full incentive structure confirmed and active in Paylocity
• Performance-based advancement options discussed
• 6-month goals set (revenue target, close rate improvement, product expansion)

Ramp Completion

Josh signs off on 90-Day Ramp Completion. Rep receives:

• Full independent appointment schedule
• Access to all lead sources in ServiceTitan
• Eligible for all monthly and quarterly incentive programs

If Not Passing

Josh determines: additional 30-day ramp extension, or Performance Improvement Plan if close rate is significantly below targets.

Related SOPs

• 60-Day Assessment & Pipeline Review
• Performance Review Process (Phase 5)
• Performance Improvement Plan Process (Phase 5)