This session will cover the two pillars of a world-class ramp: a locked, day-by-day launch plan plus weekly leadership rhythms that keep skills sharp and accountability high.

Marcus Chan walks you through how to calendarize onboarding from 8 to 5 with clear weekly milestones, swap lightweight role plays for real plays, and set outcomes that translate directly to pipeline and revenue. Week 1 focuses on ICP and messaging, just-enough product context, phone frameworks, and the EDRA sequence: Educate, Demonstrate, Real plays, Action. 

By Week 2 new hires are on the phones with a goal of booking a meeting, then progress into discovery with AE oversight, targeted product enablement that ties features to business outcomes, and a “perfect week” routine that prioritizes income-producing activities. 

You also see how to add cross-functional rotations, certification checkpoints, and visible celebration to increase first-year survival, reduce turnover, and accelerate payback on every hire.

• Operationalize ramp with two pillars. Stand up a detailed launch plan with weekly milestones, then reinforce it with recurring team training, one-on-ones, call reviews, and live coaching.
• Train for the field, not the classroom. Replace role plays with real plays and run the EDRA sequence so reps practice against tough, true-to-life scenarios before they hit the phones.
• Measure what matters and reward progress. Track first-year survival and payback, set week-by-week outcomes like meetings booked and discovery run, and use certification plus public recognition to lock in momentum.