# New-Hire Sales Ramp-Up Learning Journey

> A sample 90–120 day sales onboarding journey: baseline assessment, bootcamp, AI role-plays, field coaching, pipeline reviews and certification.

- Source: https://bodhih.com/sales-ramp-up-learning-journey/
- Publisher: Bodhih Training (Bengaluru, India; since 2008)
- Last updated: 2026-09-26
- Contact: solutions@bodhih.com · +91 99000 11601

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Every week a new salesperson is not selling costs revenue. This journey shortens ramp-up with a bootcamp, practice on AI and live role-plays, field coaching and weekly pipeline reviews over 90 to 120 days.

## At a glance

- **Duration:** 90 days (Core) to 120 days (Complex sales)
- **Who it’s for:** New sales hires, inside sales and field sales representatives
- **Cohort size:** 10–30 participants per intake
- **Formats:** Bootcamp · Role-plays · Field coaching · Microlearning
- **Touchpoints:** 22–30 planned touchpoints
- **Measured with:** AssessAll sales assessments and role-plays, ramp-up metrics
**Sample journey.** This is one of two sample journeys for this area. Bodhih customises every journey, including its length, building blocks, assessments and schedule, after a short needs analysis. [Ask for your version →](https://bodhih.com/contact-2-1/)

A new-hire sales ramp-up learning journey is a 90 to 120 day onboarding program that takes new salespeople from joining to closing their first deals. It combines a baseline sales assessment, a sales bootcamp, spoken role-plays, ride-alongs or call shadowing, manager coaching, pipeline reviews, microlearning and a certification assessment.

- Duration: 90 days (Core) to 120 days (Complex sales)
- For: New sales hires, inside sales and field sales representatives
- Formats: Bootcamp · Role-plays · Field coaching · Microlearning
- Designed with the ADDIE model and customised after a needs analysis

**Also known as:** sales ramp-up program, new hire sales training program, sales onboarding program, sales bootcamp for new hires

Last reviewed 26 Sep 2026 · Bodhih Training, Bengaluru

## Why a journey, not a one-off workshop

Sales skill grows through repeated practice with feedback. Short daily practice and weekly coaching beat a single long induction.

> A review of 317 experiments found that spacing learning over time gives better long-term retention than massing it into one session.

Source: [Cepeda et al., Psychological Bulletin, 2006](https://www.yorku.ca/ncepeda/publications/CPVWR2006.html)
> A 2015 replication confirmed Ebbinghaus’s forgetting curve: memory of newly learned material drops fastest in the period soon after learning.

Source: [Murre & Dros, PLOS ONE, 2015](https://journals.plos.org/plosone/article?id=10.1371/journal.pone.0120644)

## Competencies this journey builds

### Prospecting discipline

Building and working a pipeline with a steady weekly rhythm.

### Discovery and questioning

Uncovering needs, pain and decision process before pitching.

### Value articulation

Linking the offer to the customer’s outcomes in their language.

### Objection handling

Treating objections as questions, and knowing when an objection hides something else.

### Closing and next steps

Securing commitment and clear next steps in every conversation.

### Pipeline and CRM hygiene

Accurate records, realistic forecasts and honest qualification.

## The journey map, phase by phase

A sample design over 90–120 days. Timings and components are adjusted to your calendar and goals.

1. **Diagnose**Days 1–3
2. **Learn**Days 3–10
3. **Apply**Days 10–45
4. **Coach**Days 20–90
5. **Learn**Day 45
6. **Reinforce**Days 45–110
7. **Measure**Day 90 or 120

DiagnoseLaunchLearnApplyCoachReinforceMeasure

1. DiagnoseDays 1–3

   ### 01. Baseline sales assessment

   - AssessAll sales situational judgement assessments
   - Sales drive and [resilience](https://bodhih.com/workplace-resilience-training/) profile
   - Manager sets 30-60-90 day targets

   **Output:** Baseline and ramp plan per rep
2. LearnDays 3–10

   ### 02. Sales bootcamp

   - Customer, product and competitor essentials
   - Your sales process from lead to close
   - Discovery, value and objection handling
   - Daily role-play practice

   **Output:** Talk tracks and call plans
3. ApplyDays 10–45

   ### 03. Shadow, then sell with support

   - Call shadowing or ride-alongs with top performers
   - First meetings with manager present
   - Spoken AI role-plays on AssessAll between calls

   **Output:** First qualified pipeline
4. CoachDays 20–90

   ### 04. Weekly sales coaching

   - Weekly 30-minute coaching with the sales manager
   - Call and meeting reviews against a simple scorecard
   - Group coaching on common objections

   **Output:** Coaching scorecard trend
5. LearnDay 45

   ### 05. Lab: Negotiation and closing

   - Pricing and discount discipline
   - [Negotiation](https://bodhih.com/negotiation-skills-training/) trade-offs
   - Closing and commitment signals

   **Output:** Negotiation plan for a live deal
6. ReinforceDays 45–110

   ### 06. Microlearning, pipeline reviews and master classes

   - Two-minute daily practice questions on product and objections
   - Fortnightly pipeline review with the manager
   - Master class with a top performer

   **Output:** Forecast accuracy improves
7. MeasureDay 90 or 120

   ### 07. Certification and ramp review

   - AssessAll Certified: Sales Professional credential or final role-play
   - Post-assessment against the baseline
   - Ramp review: pipeline, conversion and first deals

   **Output:** Certified reps and a ramp-up report

## Versions of this journey

### Core: 90 days

Bootcamp, shadowing, weekly coaching, [microlearning](https://bodhih.com/microlearning-design-workshop/), one lab and certification.

### Complex sales: 120 days

For long B2B cycles: adds account planning, multi-stakeholder deals and presales collaboration.

### Inside sales edition

Phone and video selling, cadences, and high-volume discovery.

### Field and channel edition

Territory planning, distributor and retailer conversations, and route discipline.

## Who this journey is for

- New sales hires in B2B, BFSI, pharma, FMCG, SaaS and retail
- [Inside sales](https://bodhih.com/inside-sales-training/) and business development representatives
- Field sales representatives in new territories
- [Sales managers](https://bodhih.com/sales-management-training/) onboarding several new people at once
- Organisations standardising how they sell

## How impact is measured

Measured with AssessAll sales assessments and role-plays before and after, weekly coaching scorecards and ramp-up metrics such as time to first deal, pipeline built, conversion rates and first-quarter quota attainment.

### Measures we can track

- Time to first qualified opportunity and first deal
- Pipeline value built by day 60 and day 90
- Conversion rate from meeting to proposal
- Quota attainment in the first full quarter
- Change in AssessAll sales scores

### Assessments used before and after (on AssessAll)

[AA*Sales & Customer Success*Suite**Sales Excellence**29 original sales assessments across foundation, core selling, specialist and…Take it on AssessAll ↗](https://www.assessall.com/store/sales?utm_source=bodhih.com&utm_medium=referral&utm_campaign=cross_sell&utm_content=journey&utm_term=sales-ramp-up-learning-journey)[AA*Sales & Customer Success*Suite**Sales & Negotiation Premium**Three spoken sales role-plays where the counterpart answers what the candidate actually…Take it on AssessAll ↗](https://www.assessall.com/store/premium-sales?utm_source=bodhih.com&utm_medium=referral&utm_campaign=cross_sell&utm_content=journey&utm_term=sales-ramp-up-learning-journey)[AA*AssessAll Certified*Credential · 35 min**AssessAll Certified: Sales Professional**Prove you can sell without over-promising.Take it on AssessAll ↗](https://www.assessall.com/certified/certified-sales-professional?utm_source=bodhih.com&utm_medium=referral&utm_campaign=cross_sell&utm_content=journey&utm_term=sales-ramp-up-learning-journey)[AA*Sales & Customer Success*Assessment · 30 min**Discovery & Questioning Skill**Discovery and questioning skill test: 20 sales scenarios in 30 minutes on open questions…Take it on AssessAll ↗](https://www.assessall.com/store/sx-discovery-questioning?utm_source=bodhih.com&utm_medium=referral&utm_campaign=cross_sell&utm_content=journey&utm_term=sales-ramp-up-learning-journey)

## Who does what

**Participants**

Take assessments, attend sessions, complete assignments and share evidence of change.

**Their managers**

Sponsor the journey, agree goals, hold check-ins and recognise progress.

**HR and L&D**

Own the business goal, selection, communication and internal reporting.

**Bodhih**

Diagnoses, designs, delivers, coaches, measures and reports, as one accountable partner.

## What your organisation gains

- Shorter time to productivity for every sales hire
- More predictable pipeline and forecasts
- One way of selling across teams and regions
- Less early attrition in sales teams
- Sales managers who coach instead of chasing numbers

## Frequently asked questions

### What is a sales ramp-up learning journey?

A 90 to 120 day onboarding program that takes new salespeople from joining to first deals, using assessments, a bootcamp, role-plays, field coaching, pipeline reviews and certification.

### How long should sales onboarding take?

Usually 90 days for transactional or mid-market sales and around 120 days for complex B2B sales with long cycles.

### What are AI role-plays?

Spoken practice conversations on AssessAll in which an AI buyer responds to what the salesperson actually says. They are scored on the transcript, so reps can practise as often as they need.

### How do you measure sales onboarding?

With AssessAll assessments before and after, coaching scorecards and ramp metrics such as time to first deal, pipeline built and first-quarter attainment.

### Can the journey be tailored to our sales process?

Yes. The bootcamp and talk tracks are built on your customers, products and sales stages after a needs analysis.

### Is this the only sales journey?

No. It is one of two sample sales journeys. Bodhih designs each journey for your market and team.

More sample journeys

## Other learning journeys

[All learning journeys](https://bodhih.com/learning-journeys/) [Sales · Sample journey**Key Account Management Learning Journey**4–6 months · Key account managersDiagnoseLearnApplyCoachReinforceMeasureSee the journey →](https://bodhih.com/key-account-management-learning-journey/)[Leadership · Sample journey**First-Time Manager Learning Journey**3–6 months · Managers in their first 0–18 months of leading a teamDiagnoseLaunchLearnApplyCoachReinforceMeasureSee the journey →](https://bodhih.com/first-time-manager-learning-journey/)[Leadership · Sample journey**Leading Leaders Learning Journey**6–9 months · Managers of managersDiagnoseLaunchLearnApplyCoachReinforceMeasureSee the journey →](https://bodhih.com/manager-of-managers-learning-journey/)[Soft skills · Sample journey**Campus to Corporate Learning Journey**60–120 days · Graduate and postgraduate hiresDiagnoseLearnLaunchApplyCoachReinforceMeasureSee the journey →](https://bodhih.com/campus-to-corporate-learning-journey/)