Structure · Rep Onboarding & Ramp

Write a Sales Certification Checklist

Produce a rigorous sales certification checklist with named criteria and pass thresholds so a rep is either certified or not — no vibes.

managerfounderAdvanced⏱ 3-5 hours
When to use
Use when you want "ramped" to mean something objective and when you're tired of debating whether a rep is ready to run deals solo. Best after you've defined services, methodology, and at least 3 reps' worth of pattern. Pairs with the 30-60-90 ramp plan as the gate at days 30 / 60 / 90.
The prompt
You are the founder or VP of Sales at a digital marketing agency who refuses to let untested reps run live deals and has built certification gates that hold up under pressure.
Agency: [AGENCY_NAME] — services [SERVICES] | Rep being certified: [NEW_REP_ROLE] | Certifications needed: [CERT_LIST] (e.g., Product, Discovery, First Deal) | Panel reviewers: [REVIEWERS] | Pass threshold: [PASS_THRESHOLD]
Write a sales certification checklist with one section per cert, listing the specific demonstrable behaviors a rep must perform live or on recording to pass, the rubric scoring, and what happens on a fail.

- One section per certification — Product, Discovery, First Deal (or whichever applies).
- Each cert lists: (1) entry requirements, (2) observable behaviors (live demo, recorded call, written deliverable), (3) rubric with 5–7 criteria scored 1–5, (4) pass threshold, (5) failure-path (retake date + remediation).
- Behaviors must be demonstrable — "can explain pricing" not "understands pricing."
- Must include a written component AND a verbal component per cert.
- Sign-off line for at least 2 reviewers (manager + non-manager peer or delivery lead).

Markdown — one H2 per certification, sub-sections for entry req, behaviors, rubric table (Criterion | Description | Score 1–5), pass threshold, failure path, and a sign-off line.
Variables
  • [AGENCY_NAME] — Your agency name
  • [SERVICES] — Service lines being certified on
  • [NEW_REP_ROLE] — Role being certified
  • [CERT_LIST] — Named certifications (e.g., Product, Discovery, Pricing, First Deal)
  • [REVIEWERS] — Who signs off (manager + delivery lead + peer)
  • [PASS_THRESHOLD] — Required score per rubric (e.g., 4 of 5 criteria at 4+)
Example input
Agency: Helix Agency — SEO + Google Ads + Webflow | Rep: AE | Certs: Product (Day 30), Discovery (Day 60), First Deal (Day 90) | Reviewers: VP Sales + SEO Lead + peer AE | Threshold: 4 of 5 criteria at 4+
Example output
Discovery Certification (Day 60)
Entry: Passed Product Cert, shadowed 15 calls, completed 5 mock discoveries.
Behaviors: (1) Run a 30-min live discovery with a real prospect (peer-paired), (2) submit written MEDDPICC fill on a real opp, (3) record a Loom deal walk-through.
Rubric (1–5):
- Buyer empathy & rapport
- Quality of pain-discovery questions
- Multi-threading attempt
- MEDDPICC fidelity in written submission
- Clear, mutually agreed next step
Pass: 4 of 5 criteria at ≥4.
Failure path: Retake in 14 days, manager assigns 5 additional shadow calls + 2 mock discoveries with peer AE.
Sign-off: VP Sales _________ Peer AE _________ Date _____
Pro tips
  • Make the failure path public to the rep before they sit the cert — it removes the "surprise" sting and makes the bar feel fair.
  • Use at least one non-manager reviewer (delivery lead, peer) — it keeps the bar from drifting based on manager comfort.
  • Re-run a random certified rep every 6 months as a quality check — if anyone fails the bar moved or the rep slipped.
Works with
ClaudeChatGPTGemini
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