30-Day Assessment & Quota Introduction

Overview

The 30-Day Assessment for sales reps evaluates product knowledge, appointment execution, and pipeline management. It also formally introduces quota expectations for the next 60 days. Conducted by Josh Ferguson or Operations Manager.

Who Conducts

Josh Ferguson, or Operations Manager with Josh's input.

Assessment Format

Section 1 — Product Knowledge Quiz

Rep answers questions on:

• Water heater options (Good/Better/Best lineup)
• Water treatment solutions and when to recommend
• Financing: when to offer, how to run GoodLeap
• Pricing authorization: what requires manager approval

Passing score: 80%

Section 2 — Appointment Audit

Review last 10–15 appointments in ServiceTitan:

• Proposal created for every appointment (even declined)
• Notes logged on every customer interaction
• Financing offered on applicable jobs
• Close rate trend

Section 3 — Ride-Along Scorecard Review

Review all Nexstar scorecards from supervised phase:

• Average score trend
• Specific weak areas
• Improvement since Week 4

Section 4 — Quota Introduction

Call By Call Manager shares the 60-day and 90-day performance targets:

• Close rate targets
• Revenue/average ticket targets (aligned to compensation)
• Monthly bonus eligibility trigger (60 days per Spartan compensation structure)

Section 5 — 1:1 Conversation

• How is the rep feeling about the role?
• What product or process areas need more support?
• Any system or tool gaps?

Outcomes

| Result | Action |

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

| Passes | Advance to independent appointments; quota active |

| Minor gaps | Documented coaching plan |

| Significant gaps | Extended supervised phase; Josh involved |

Related SOPs

• Sales Onboarding Overview
• 60-Day Assessment & Pipeline Review