Pre-standard archive. This write-up predates the Field Report evidence standard and its claims are not source-verified. Verified engagements are published as Field Reports.
Rebuild Report
Rockledge•Enterprise services
New rep ramp cut from 6 months to 8 weeks.
8 wks
Ramp time
41%
Coaching time
2×
Meeting quality
Challenge
Every new SDR hire was taking two quarters to become productive. Managers were spending their time firefighting instead of coaching.
Approach
- Built a ramp scorecard tied to conversations, not activity.
- Rewrote onboarding around live call blocks in week one.
- Installed weekly deal reviews with a single-page pipeline template.
- Coached the coaches — managers first, reps second.
Timeline
10 weeks · 1 embedded cycle + retainer
Outcome
- New reps hitting quota by week 8, down from 24 weeks.
- Manager time in coaching went from 12% to 41% of week.
- First-meeting quality (buyer-defined) doubled.
"We'd hired three consultants before Tom. He was the first who cared what actually happened on Monday morning."