Ramp a new rep in 30 days
A first book built from live signals, the habits of the team’s best, and a check-in at week four.
The conversation
Sample accounts and numbers, for illustrationYouBuild a first book of 30 accounts for a new rep in my team from what changed this month, show them what our best reps do differently, and set a check-in for week four.
Unify4 checks · PredictLeads, TheirStack, Prospeo, Findymail and Salesforce
- Read hiring, funding, leadership and technology changes from the last 30 days at ICP accounts through PredictLeads and TheirStack.
- Removed customers, open opportunities and accounts owned by another rep in Salesforce.
- Found one contact per account in the role you sell to, with the email verified through Prospeo and Findymail.
- Ranked the 30 by how recent and how specific the change is, so the top of the book is the warmest.
Here is the first book: 30 accounts in your ICP where something happened in the last 30 days, each with the change that put it there and one verified contact. Nobody on the team owns any of them.
- 212
- ICP accounts with a change this month
- 41
- set aside customers, open deals, owned by a rep
- 30
- in the book each with a verified contact
- 9
- left out no email could be verified
| Account | What changed | When | Contact |
|---|---|---|---|
| Northwind Labs | Hiring two RevOps analysts | 6 days ago | Dana Holt · VP Operations |
| Merridian Systems | Series B, and a new Head of Support | 12 days ago | Nils Berg · Head of Support |
| Brightpath | Replaced its ticketing tool | 19 days ago | Tara Quinn · RevOps lead |
| Lumen Freight | New COO announced | 24 days ago | Elena Marsh · COO |
A signal is a reason to write, not proof of intent. The book is ranked, so the rep works from the top and the bottom ten are a second-week list.
YouNow show the rep what our best two reps do differently, with examples from their own emails and calls.
UnifyAna and Chris got replies on 14% and 12% of first emails last quarter against a team average of 6%, on comparable audiences. Three habits separate them, and each one shows up in their own messages.
- 1Ana14% first-email replies
- 2Chris12%
- 3Team average6%
- Short first email
- Their first emails average 58 words. The team average is 131. Both open on the change at the account and ask one question. Neither mentions the product until the reply.
- One checkable observation
- Every opener names something the reader can verify: the job post, the round, the new tool. In 23 of Ana’s 26 replies, the prospect referred back to that detail.
- A call within two days
- Both call every account within two days of the first email, whether or not it was opened. 9 of Chris’s 11 meetings last quarter came from a call that followed an unanswered email.
ToDana Holt
SubjectThe two RevOps roles
Dana, saw the two RevOps analyst roles went up last week. Usually that means the routing rules have outgrown the person who owned them. Is that the problem you are hiring for, or something else?
The habits are read from the team’s own sent emails and logged calls in the mailbox and CRM. Reps with fewer than 40 first emails last quarter are left out of the comparison.
YouDraft Sam’s first week in that shape, and send me the first ten emails before anything goes out.
UnifyThe first week follows the three habits: ten short first emails, a call to each account two days later, then the next ten. The ten drafts are in your queue.
- Day 1First emails to accounts 1 to 5Each under 60 words, opening on the change and asking one question.
- Day 2First emails to accounts 6 to 10Same shape. Nothing about the product until someone replies.
- Day 3Calls to accounts 1 to 5Answered or not, two days after the email, with the same observation as the opener.
- Day 4Calls to accounts 6 to 10Anyone who replied by email gets the call moved up.
- Day 5Accounts 11 to 20, and a review with ChrisThe first replies read together: what the opener named, and what the reply came back to.
- Dana HoltOwner SamWaiting for your review
- Nils BergOwner SamWaiting for your review
- Tara QuinnOwner SamWaiting for your review
- Elena MarshOwner SamWaiting for your review
Nothing sends until you approve it. The drafts are Sam’s to edit; the shape is the team’s.
YouSave the book to Sam and set the check-in for the Monday of week four.
UnifyThe book is saved to Sam and keeps itself current, and the check-in is scheduled for the Monday of week four.
Set up
- Book saved to Sam 30 accounts, ranked, with the change and the contact on each. Accounts that stop matching the ICP or get an owner drop out; new changes at the same accounts are added.
- Week-four check-in scheduled A report on the Monday of week four: Sam’s reply rate and meetings against the team on the same audience, with the first emails that got replies and the ones that did not.
- Review queue stays on Sam’s first emails route to you for the whole first month. You can switch it off from the check-in.
The check-in compares Sam with the team on the same kind of accounts, so a slow month in one segment does not read as a slow rep.
Ramping a rep, with and without Unify
The first month decides the second quarter. Most of it is spent finding out where to start.
| Without Unify | With Unify |
|---|---|
| The new rep inherits a spreadsheet of accounts nobody has touched in a year | The first book is the accounts where something happened this month, ranked, with the reason |
| What the best reps do lives in their heads, and gets passed on in fragments over lunch | The habits of the team’s best are named from their own emails and calls, with examples |
| The first emails are the template, sent to the alphabet | The first sequence is in the team’s proven shape: one checkable fact, one question |
| Nobody knows whether the ramp is working until the quarter closes | A four-week check-in compares the rep against the team on the same audience |
Start from this prompt
Make it your own in Unify, then review the results.
Build a first book of 30 accounts for a new rep in my team from what changed this month, show them what our best reps do differently, and set a check-in for week four.
How it changes by who you sell to
- Software
- Signals are dense, so the first book can be small and warm rather than long and cold. Ask for 30 accounts with a signal in the last two weeks and a named contact with a verified email.
- Financial services
- Regulatory and hiring changes give a new rep a reason to call on day one. Ask for accounts with a new leader or a compliance hire, and have Unify write the one-line reason for each.
- Healthcare
- Long cycles mean the first month is about the right accounts, not the first close. Ask for health systems with a change this quarter and set the week-four check-in on meetings, not pipeline.
- Manufacturing
- A first book by plant and region keeps the rep from covering the map. Ask for accounts within one region, by site, and for the operations lead at each.
- Professional services
- Practice-level signals put the rep in front of the partner who is hiring, not the firm. Ask for firms adding people in the practice you serve, with the practice lead as the contact.
Next in pipeline intelligence and coaching
+2Activity versus fitCheck whether reps work the right accountsActivity is easy to count. Whether it landed on accounts that fit the ICP and showed intent is the question, and the answer is different for every rep.
+2Coverage gapsFind pipeline coverage gapsCoverage by rep, segment and territory against the number, and the accounts that could fill each gap, so the fix is a list of names rather than a bigger target.- +2Pipeline driversFind what drives outbound pipelinePipeline broken down by signal, persona, segment, channel and rep, from the CRM and the outreach records, so the next quarter is planned on what worked rather than on what felt busy.
Connect what this workflow uses
Each guide covers the connection, what Unify reads and writes, and what to check before the first run.
- Connect SalesforceAuthorize Salesforce in Unify, configure CRM field mappings, and choose when to enable writing.
- Connect HubSpotConnect HubSpot to Unify, map Company and Person fields, and plan CRM exclusions and supported write-back.
- Connect GmailConnect Gmail to Unify for sequence emails and replies.
- Connect OutlookConnect Microsoft Outlook directly to Unify.
Questions about this workflow
What is in a new rep's first book?
Thirty accounts with a signal this month, from TheirStack and PredictLeads, each with a named contact from Prospeo and the reason to reach out.
How does it show what the best reps do?
It reads your team's email and call activity from the CRM and mailbox and summarizes the habits of the reps with the best results.
What is the week-four check-in?
A scheduled report on the new rep's activity, replies and meetings against the team, so the manager sees where to coach.
Can I use it for more than one rep?
Yes. Run it per rep so each book fits their territory or segment.