More Shadowing or a Proof Sooner?
Choose the ramp move that turns passive observation into a measurable proof milestone.
Manager ramp decision The rep has finished onboarding modules, watched multiple calls, and can explain the value proposition in rehearsal, but has not yet opened a live discovery conversation. What should the manager do next? Set one small live proof: rehearse the first six minutes of discovery, then let the rep open the next call while the manager observes and debriefs Strong. It converts vague readiness into one observable milestone with support and feedback. Approve another week of shadowing so the rep can feel more confident before trying anything live Weaker. It protects comfort, but it delays the exact behavior…
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