Worksheet · Sales Effectiveness Health Check
Write the hiring profile and the first ninety days
A new rep hired on gut feel and handed a patch takes a year to show whether it worked. This sheet writes the profile from your best reps, plans the first ninety days and measures the ramp. It builds the Competent step of the check:
At least two of these exist: a written hiring profile, a structured first ninety days, and a known time to full productivity.
Step 1. The profile, taken from your best reps
| What the best reps have | Do most of our reps have it? | How we test for it at interview |
|---|---|---|
| e.g. Asks questions before pitching | No | Role-play a first meeting |
Step 2. The first ninety days
| Period | What they learn | Who teaches them | Calls they make | Check at the end |
|---|---|---|---|---|
| Weeks 1 to 2 | ||||
| Weeks 3 to 6 | ||||
| Weeks 7 to 13 |
Step 3. Measure the ramp
| Hire | Start date | Month they first reached a typical rep's monthly sales | Months to get there |
|---|---|---|---|
Start the next hire that many months ahead of the need, plus the months it takes to recruit.
A business under 50 people: before the next sales hire, the owner writes down what the best seller does that others do not. Plan the first ninety days, and note how long the last hire took to sell on their own.
Done when: at least two of the three exist: the written profile, the ninety-day plan and a measured time to full productivity.
Adapted from our own sales-organisation reference (PSP, 2011).
From the Sales Effectiveness Health Check. Your report links the sheet for each of its moves.