Ramp in Public, Not in Private
Design ramp as a sequence of observable proofs, not a private accumulation of knowledge.
Ramp should end with visible behavior, not vague confidence. Exposure is not proof Product sessions, call shadowing, and LMS completion are inputs. They are not the same as “can perform under buyer pressure.” Write milestones as live acts A useful ramp milestone names a moment a manager can observe: opening a call, reframing an objection, summarizing discovery, or landing the next step. Coach against the proof Once the proof is explicit, role-play and call review become targeted. Coaching stops being “more practice” and becomes “tighten this one move.” > Reps ramp faster when the finish line is visible before they…
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