# Manager check-in framework — TEMPLATE

> Replace this template's contents with your team's actual check-in
> questions. The rep-onboarding skill embeds week-specific questions
> from this file into each week's plan section. Generic check-ins
> ("how's it going?") get skipped — these named questions force the
> conversation to specifics.

The skill expects every week 1-12 to have a block of 3-5 questions. Add weeks 13+ if your ramp runs longer.

## Operating rules for the check-in itself

- 30 minutes, weekly, on the calendar before the rep starts
- Manager prepares: review the milestone for that week, look at the rep's CRM activity, watch one of the rep's recorded calls if any
- Rep prepares: come with the named resources reviewed, one specific question they could not answer, one thing that surprised them
- The check-in is a coaching signal, not a status update — if it's becoming a status update, change the questions

## Week 1 — Onboarding logistics + first impression

- Where does our positioning feel weak compared to what you saw at your prior employer?
- What's the one demo move from the calls you watched that you'd steal?
- Anything blocking you from starting week 2 on Monday?
- Did the classification we used ({classification}) match what you're seeing day-to-day? If not, what should it be?

## Week 2 — Internal certifications + first role play

- Walk me through the product fundamentals quiz question you almost got wrong.
- In the role play, where did you stall? Was it the buyer pushback or your framing?
- Which named resource from the library was most useful this week? Which was a waste?

## Week 3 — Supervised live calls

- On the {Acme | Beta | …} call you co-ran, what would you do differently?
- Where did the senior AE rescue you that you didn't notice in the moment?
- Are you ready to run a discovery solo next week? Honest answer.

## Week 4 — First independent discovery

- Walk me through the disco call. What did you learn that the prospect didn't say directly?
- Which next-step did you ask for? Did they commit?
- What would you change about your opening 90 seconds?

## Week 5 — Discovery loop, second deal

- Compare your week-4 disco to your week-5 disco. What got better? What got worse?
- Are you finding the buyer or are they finding you? (i.e. are you running outbound or inbound?)
- Which segment quirk from the playbook hit this week?

## Week 6 — First demo solo + multi-threading

- Where in the demo did the buyer's eyes glaze over?
- Who else is in the buying committee? How do you know?
- {Embed segment quirks for week 6 — e.g. mid-market: "have you scoped the security review yet?"}

## Week 7 — Pipeline build

- How many qualified opportunities do you have, and which two are most likely to slip?
- Walk me through the worst-fit opp in your pipe. Why is it still there?
- Are you skipping discovery because you're chasing the close? Honest answer.

## Week 8 — Named-target account list

- Walk me through your 10 named targets. Why these?
- Which two are out-of-ICP and you're keeping them anyway? Why?
- For your top 3, what's the next concrete step in the next 14 days?

## Week 9 — First proposal / pricing conversation

- How did you frame the pricing? What was the buyer's reaction?
- Did you use the pricing playbook or freelance? Why?
- {Embed segment quirks for week 9 — e.g. mid-market: "is procurement engaged yet?"}

## Week 10 — First close attempt

- If the deal closes, what was the unlock? If it slipped, what's the diagnosis?
- If the rep didn't hit the milestone (calibration signal, not performance metric), what's the coaching action?
- What's the next deal that looks closeable in the next 30 days?

## Week 11 — Pipeline health + forecast accuracy

- Walk me through your forecast. Which deal are you most wrong about?
- How is your pipeline coverage trending vs. quota?
- What's the one habit you've built that didn't exist in week 1?

## Week 12 — Ramp review

- Looking back, which week was the most useful? Which was a waste?
- What should we change for the next rep we onboard into this segment?
- Are you ready to carry full quota? What support do you still need?

## Last edited

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