We’re piloting a 3-week onboarding sprint that blends daily 15-minute call reviews in Gong and twice-weekly live objection drills, and early signs show new AEs hitting first meetings by day 12 instead of day 20. For those who’ve done something similar, what specific metric did you tie to “ready to own a territory,” and did it hold up past the 60-day mark?
@OP we tied “ready to own a territory” to a three‑green‑lights gate: 2 straight weeks at ≥80% Gong discovery score, 6 self‑sourced SQLs with >30% first‑meeting→Stage 2 conversion, and a live objection drill scored ≥4/5; it held past 60 days when we capped month‑one at about 25 named accounts so they didn’t floor it and crash. Did you align scorecard rubrics across managers yet? drift there made our early wins look better than they were.
@OP We set the gate as “3 ICP meetings that advance to Stage 2 within 14 days” plus a coachability score >=4/5 from two live call reviews, and it held — 78% stayed at >=3x pipe by day 60. Small caveat: we only counted self- or partner‑sourced to keep the signal clean from heavy SDR assist — are you logging the drills to SFDC so progression can auto-trigger the territory handoff?
With Gong reviews, gate on “mutual next step in 7 days” plus 2x self-sourced pipeline. Held 90+ days; exclude reschedules.
Since you’re already getting first meetings by day 12 with the daily 15-min Gong, we use one simple gate: by week 6 their forecast commit is within +/-20% for two consecutive weeks; it held past 60 and surfaced shaky pipeline early. What’s your median cycle length? If your cycle’s too long for that, swap to ‘no idle opp >10 days’ as the interim.
We gate on this: two multi-threaded opps where the rep independently secures a DM intro and logs a one-page mutual action plan with dates — call it the training-wheels-off checkride. It’s been a solid leading indicator two months out for steady self-sourced pipe, though we cap those opps at < $25k ACV so speed doesn’t hide complexity. Are you scoring multi-threading yet, @anne_holt30, or is it more “first meetings fast, depth later”?
We tie readiness to discovery quality, not volume: after your “daily 15-minute Gong” sprint, the rep must run 3 consecutive discoveries that score 80%+ on a rubric (problem quantified, impact, success criteria, stakeholder path), validated with Gong snippets by a manager; those reps kept a 30–40% first-call-to-SQO rate past day 60. If volume’s thin in week 3, @OP, let one of the three be a live-sim graded the same way so you don’t stall readiness.
Building on @rwilson92, we use a manager-free call gate: by week 6 the rep runs a full demo plus a pricing/next-step call with under 5% manager talk time across both and zero “loop in my manager” escalations; those who hit it kept stage 2→3 conversion steady past day 60. For complex cycles we allow an SE on one call — are you tracking talk time in Gong or elsewhere?
Forecast accuracy was our signal: two consecutive weeks where their self-sourced pipeline is within about 15% of actual and every opp has a dated next step, no manager edits; it held steady through 90 days, except tiny books where variance spikes. @carlson89 are you splitting inbound vs self-sourced when you judge readiness?