Table of contents
- What is Sales Onboarding?
- The Benefits of Sales Onboarding
- What Does the Sales Onboarding Process Include?
- Sales Onboarding Best Practices
- Mistakes to Avoid During Sales Onboarding
- Leverage Goodmeetings to Enhance Your Sales Onboarding Process
Sales onboarding is a crucial process that sets up new sales hires for success by providing them with the knowledge, skills, and confidence needed to excel.
Whether it’s understanding the company’s product, learning how to navigate the sales tools, or mastering communication techniques, effective onboarding lays the groundwork for peak performance.
The impact of good onboarding is backed by statistics:
- Companies with a standard onboarding process experience a 50% increase in new hire productivity.
- 78% of employees with a positive onboarding experience reported a stronger connection to their company and a positive outlook toward their employer.
- Employees who had a great onboarding experience are 2.6 times more likely to be “extremely satisfied” at work.
On the flip side, the consequences of poor onboarding are stark. Research shows that new hires are twice as likely to seek new opportunities if their onboarding experience is subpar.
And, given that replacing an employee costs around 6 to 9 months of their salary, investing in a solid onboarding process isn’t just beneficial—it’s essential for business success.
In this guide, we’ll explore what sales onboarding means, why it’s crucial in today’s market, and how you can create a program that sets your sales team up for success from day one!
What is Sales Onboarding?
Sales onboarding is the process of integrating new sales hires into an organization by equipping them with the essential knowledge, tools, and strategies to succeed in their roles.
This period generally includes orientation to the company’s products, sales processes, customer profiles, and team dynamics—as well as training in sales techniques, technology platforms, and market positioning.
A strong onboarding program enables new hires to hit the ground running, make meaningful contributions early on, and feel connected to the company.
The main goals of sales onboarding are to:
- Build relationships: New reps form connections with their colleagues and managers, which fosters team spirit and collaboration.
- Help new reps adjust: It provides the support needed for new hires to familiarize themselves with the company’s values, products, and internal processes.
- Prepare for targets: By clearly defining expectations and milestones (like 30-, 60-, and 90-day goals), new reps are equipped to meet sales targets efficiently.
- Contribute to the role: Onboarding includes job-specific training, helping reps get ready to contribute immediately to sales efforts.
- Increase engagement: When new salespeople are well-equipped and supported, they feel more motivated and committed to their roles.
The Benefits of Sales Onboarding
Let’s check out some of the key benefits of an effective sales onboarding program:
1. Reduced turnover & improved retention
With a comprehensive onboarding process, you can make new hires feel supported, valued, and integrated into the company culture.
This leads to higher retention rates as employees are more likely to stay with an organization where they feel engaged and see growth opportunities.
Studies show that new employees who undergo effective onboarding are 69% more likely to stay with their employer for at least three years.
2. Increased productivity
A structured onboarding program accelerates the time it takes for new sales reps to reach full productivity.
With clear guidance and structured learning, new hires become confident in their roles faster, contributing more effectively to the team.
3. Fewer mistakes through continuous feedback
Incorporating feedback mechanisms within the onboarding process helps new sales hires quickly identify areas of improvement and correct mistakes before they become costly.
This proactive approach reduces errors and ensures consistent performance across the sales team.
4. Higher engagement and job satisfaction
Onboarding isn’t just about training—it also involves fostering a deeper connection to the company.
Employees who receive robust onboarding are more engaged and satisfied in their roles, which enhances morale and can turn them into brand ambassadors for future recruitment efforts.
5. Enhanced knowledge retention
Sales onboarding programs that mix learning methods, such as classroom sessions, e-learning, and hands-on experiences, cater to different learning styles.
In turn, this boosts retention and helps sales reps apply their knowledge more effectively in real-world situations.
What Does the Sales Onboarding Process Include?
Source: Goodmeetings
Critical phases in a sales onboarding process typically include:
1. Pre-onboarding
The pre-onboarding phase is a foundational step in the onboarding process. It’s aimed at setting up new hires for success before their first official day.
This phase involves preparing essential documentation, setting up workstations, and ensuring that new employees have access to necessary sales tools.
Key activities include:
- organizing login credentials for various systems and tools
- assigning mentors or ‘buddies’ to help the new hire integrate more easily once they begin
- providing welcome packets that outline what to expect during the onboarding journey
- offering brief introductions to the company’s resources through videos or guides
Overall, pre-onboarding helps reduce the “first-day overwhelm” that can occur. It also sets clear expectations, building a positive impression for the new hire before they even start their formal duties.
2. Orientation
Orientation marks the official first day of onboarding, where new hires are introduced to the company’s culture, values, and long-term goals.
This step mainly includes welcoming sessions with key stakeholders (such as department heads or senior leaders) and a walk-through of the company’s mission and how the sales team aligns with broader business objectives.
For remote teams, this may involve virtual meet-and-greets and interactive team-building exercises.
Orientation isn’t merely about familiarizing new reps with policies but also about helping them feel like a part of the team from the beginning.
3. Product training
Product training is one of the most essential components of sales onboarding. New hires need to fully understand the product or service they’ll be selling, including its features, benefits, unique selling points, and competitive landscape.
This phase typically includes detailed walkthroughs of the product, demonstrations, and role-play scenarios where sales reps can practice positioning the product to potential clients.
This deep dive helps sales reps feel confident in speaking to customers, addressing concerns, and showcasing the value of the product effectively.
Without thorough product training, sales reps may struggle to provide the information that prospects need to make a purchase decision.
4. Sales tools training
Training on sales tools is critical to ensure that new hires can efficiently manage day-to-day tasks.
This phase focuses on familiarizing reps with CRM systems like Salesforce or HubSpot, as well as other sales enablement tools that streamline tasks like prospecting, tracking sales progress, and managing customer data.
Reps must also get accustomed to internal communication platforms, document-sharing tools, and reporting dashboards that track performance.
Without adequate knowledge of these systems, new hires may struggle with administrative tasks, which can hinder their overall productivity and performance.
5. Role-specific training
Sales teams often have various roles, from account executives to sales development representatives (SDRs), and each role has unique responsibilities.
Role-specific training is designed to equip new hires with the precise skills and strategies needed for their particular position.
For example, an SDR may focus heavily on lead generation and cold outreach, while an account manager might need advanced skills in relationship management and deal negotiation.
This tailored approach helps avoid “one-size-fits-all” training sessions that may not be relevant to every sales rep—thus keeping them engaged and better prepared.
Related: 10 Best Sales Tactics That Work in 2024
6. Active learning & coaching
Active learning is an ongoing part of the onboarding process that includes hands-on exercises like role-playing, peer reviews, and real-world scenarios.
This phase allows new hires to practice what they’ve learned in a controlled environment before engaging with actual prospects.
Continuous coaching is equally important, especially during the initial stages of a rep’s career. Managers should schedule regular check-ins and offer personalized coaching sessions based on the individual’s strengths and areas for improvement.
This ongoing feedback loop ensures that new hires stay on track, feel supported, and gradually improve their skills.
Sales Onboarding Best Practices
Source: Goodmeetings
In this section, we’ll discuss some best practices to ensure a successful sales onboarding program.
1. Develop a structured onboarding plan
A comprehensive and structured onboarding plan is key to ensuring that new hires have a clear roadmap to success.
Breaking the program into distinct phases allows sales reps to gradually assimilate into their roles without feeling overwhelmed. You can use a 30, 60, or 90-day plan for this.
For example:
- The first 30 days can focus on company orientation, core values, and the sales process. This ensures that new employees grasp the foundation of the company, including its goals and overall culture.
- By the 60-day mark, the focus can shift towards mastering tools like CRM systems, sales methodologies, and product knowledge.
- The final phase (between 60-90 days) should be dedicated to practical, hands-on experience where sales reps engage in field training, shadow experienced colleagues, and start interacting with customers.
This phased approach prevents information overload and allows for progressive skill-building, making it easier for new hires to transition smoothly into their roles.
Related: How to Be a Good Salesperson: Tips & Strategies for Success
2. Integrate company culture early
Incorporating company culture into the onboarding process from the very beginning is essential to helping new sales reps feel aligned with the organization’s mission and values.
When employees understand the culture, they’re more likely to contribute effectively.
Early integration of company culture includes sharing the company’s mission, vision, and goals, and helping new hires see how their roles fit into the larger organizational framework.
Beyond discussing values, onboarding should emphasize the behaviors and attitudes expected within the workplace—whether that’s commitment, collaboration, or innovation.
3. Curate a comprehensive resource library
A well-curated resource library is an invaluable asset for any new hire.
It allows sales reps to access critical information independently, empowering them to find the answers they need without relying on constant supervision.
This library should include key resources such as product information, sales scripts, competitive analysis, case studies, and customer personas.
Easy-to-navigate, regularly updated materials ensure that new hires have everything they need at their fingertips.
A good resource library not only supports self-learning but also serves as a reference point when new sales reps are engaging with prospects. It will also help them make informed and timely decisions during sales calls.
4. Measure and refine the onboarding process
To ensure that your onboarding program remains effective and relevant, it is crucial to measure its success and make data-driven improvements.
Collect feedback from new hires through surveys and interviews to gauge their experience and identify areas for enhancement.
It’s also advisable to track key performance indicators such as ramp-up time, sales productivity, and employee retention rates to assess the impact of the onboarding program.
Use this data to refine the onboarding process continuously, addressing any gaps or issues and adapting to changes in the sales environment
5. Offer a variety of engaging training formats
Not all learners absorb information the same way, so offering a variety of training formats can greatly enhance the onboarding experience.
While traditional training sessions like presentations and handbooks are useful, they can often be dry and fail to engage new hires fully.
To counter this, a more diverse set of training methods—such as interactive videos, e-learning modules, role-playing scenarios, and gamification—can significantly boost retention and engagement.
Hands-on activities, like product demos or sales simulations, allow new hires to practice in a low-risk environment.
What’s more, offering asynchronous learning tools like recorded webinars or self-paced courses ensures that employees can revisit information whenever they need to.
Related: 15 Sales Games To Make Sales Meetings and Training Fun
6. Incorporate mentorship and peer support
Mentorship and peer support are invaluable components of a successful sales onboarding process.
Pairing new hires with experienced mentors allows them to receive guidance and insights that go beyond what formal training can provide.
Mentors offer real-world advice, share their personal experiences, and act as role models, which can significantly accelerate the learning curve for new employees.
Peer support groups also foster a sense of community, where new hires can share challenges, successes, and tips with each other.
7. Leverage sales onboarding tools
Incorporating technology into the onboarding process can greatly streamline and enhance the learning experience.
Sales enablement tools, learning management systems (LMS), and customer relationship management (CRM) platforms can automate much of the onboarding process. They also make it easier to track progress and ensure consistency.
Plus, these tools can provide data-driven insights into how well new hires are performing and allow for targeted adjustments to the training process.
With the right tools, you can standardize the onboarding experience while also personalizing it based on the unique needs of each sales rep.
Related: 15 Best AI Sales Tools & Software [2024]
Mistakes to Avoid During Sales Onboarding
When onboarding new sales reps, companies can make a range of mistakes that hinder productivity and negatively impact the employee experience. Here are some common sales onboarding mistakes to avoid:
1. Overloading new reps with information
One of the most common errors is overwhelming new hires with excessive information right at the start—often referred to as “onboarding by fire hose.”
Cramming too much product knowledge, company protocols, and processes in a short span can lead to poor retention and confusion.
Spreading the onboarding process over several weeks or even months, and offering bite-sized learning modules, helps employees better retain and apply what they learn.
2. Lack of structure
One of the most significant mistakes is failing to develop a structured onboarding plan.
Without a clear, organized approach, new hires may experience confusion, missed information, and inconsistent training.
Neglecting this organization can lead to a disjointed experience where new hires struggle to understand their roles and responsibilities.
3. Focusing too much on theory and not enough on practical application
Another mistake in sales onboarding is focusing too much on theory while neglecting practical application.
While foundational knowledge is essential, overwhelming new hires with theoretical concepts without giving them opportunities to practice can hinder their ability to retain and apply the information effectively.
Salespeople learn best by doing, and it is crucial to incorporate real-world scenarios, hands-on activities, and role-playing exercises into the onboarding process.
Without this, reps may struggle to recall or apply knowledge when they encounter real sales situations.
4. Treating onboarding as a one-time event
Onboarding is not a one-and-done process. Many companies fail to reinforce training, assuming the initial onboarding is enough.
However, sales reps need continuous learning, feedback, and coaching to stay effective. Without this, retention of knowledge drops off quickly.
Ongoing role-play sessions, coaching, and refresher materials are essential to reinforce skills and improve long-term performance.
5. Over-reliance on shadowing
Over-relying on shadowing as a primary training method can be a significant mistake in sales onboarding.
While shadowing experienced sales representatives can offer valuable insights and practical exposure, it should not be the sole focus of the onboarding process.
This approach often leads to passive learning, where new hires observe rather than actively engage with the material.
Without additional structured training and interactive practice, new hires may struggle to fully grasp the nuances of their roles or develop the skills needed to perform independently.
6. Not measuring progress
Without tracking key performance indicators and milestones, it’s challenging to assess whether new hires are successfully absorbing the training and reaching their targets.
Measurement is essential for identifying gaps in the onboarding program and understanding how well new employees are adapting to their roles.
Plus, regular assessments, such as quizzes, performance reviews, and feedback sessions, provide valuable insights into new hires’ development and effectiveness
Related: What is Sales Acceleration? – Tools and Tactics Included
Leverage Goodmeetings to Enhance Your Sales Onboarding Process
Source: Goodmeetings
Sales onboarding doesn’t have to be overwhelming or tedious.
Imagine having a tool that streamlines the entire process, turning weeks of training into highly productive learning experiences. Well, Goodmeetings is designed to do just that!
This conversational intelligence platform helps new sales reps get up to speed faster while ensuring that they have the resources they need to succeed.
Here’s how Goodmeetings’ AI-powered features can significantly enhance the effectiveness of your sales onboarding process:
1. Call recording, transcriptions, and summaries
New sales reps can revisit recorded meetings and high-quality transcriptions to review real-world examples of sales interactions.
This enables faster learning and provides an opportunity to understand how experienced reps handle client conversations.
Related: Complete Guide To Conversational AI for Sales
2. Automated action items
Goodmeetings’ AI-generated action items help new hires stay organized and ensure they don’t miss important follow-ups.
With this automation, sales reps can prioritize tasks effectively without feeling overwhelmed by their workload.
3. Meeting performance insights
With real-time insights into meeting performance, sales managers can pinpoint areas where new reps need additional training.
By leveraging meeting analytics, new reps can also quickly learn what works and identify patterns that lead to successful closes.
Related: 12 SaaS Sales Metrics You Should Care About in 2024
4. Sales coaching
Goodmeetings also provides coaching tools that sales managers can use to compare a new hire’s sales pitches against the ideal.
A feature like this enables ongoing skill development and ensures consistent improvement throughout the onboarding process.
5. Video meeting library
Goodmeetings’ curated library of past meetings offers new reps easy access to valuable conversations for self-paced learning.
New hires can watch successful sales calls, learn best practices, and understand common objections, all from real-world examples.
6. Deep CRM integration
Goodmeetings seamlessly integrates with popular CRM platforms like Salesforce, HubSpot, and Pipedrive, ensuring that meeting insights, action items, and client data are automatically updated.
This reduces administrative burden and allows new reps to focus on learning and selling rather than data entry.
7. AI-generated key moments
With this feature, sales reps can focus on critical moments during meetings without sifting through the entire recording.
This accelerates their learning curve by helping them understand which parts of conversations drive success
Related: The Future of Sales: Will AI Replace Salespeople?The best part? You can get started with Goodmeetings completely free for 7 days! Plus, if you’d like a hands-on experience before committing, you can also schedule a free demo to see exactly how it works in action.
Set Your New Hires Up For Long-term Success With Goodmeetings!
Wrapping Up
A well-structured, engaging, and personalized onboarding program not only boosts productivity but also strengthens retention and job satisfaction.
By following the best practices outlined in this guide, you can unlock your sales team’s potential from the very first day.
Plus, with Goodmeetings on your side, you can further enhance your onboarding experience and empower new reps with the insights they need to hit the ground running!
