Sales Recruiting:
Onboarding is where sales potential is either unlocked or wasted. A strong hire can still fail if they are thrown into the deep end without clear guidance, tools, and support. Improving onboarding and ramp time means giving new reps what they need to become productive as quickly—and sustainably—as possible.
Define clear 30‑60‑90 day plans
New reps should never wonder what success looks like in their first three months. A good ramp plan includes:
- Learning goals (product, market, tools)
- Activity goals (calls, meetings, demos)
- Pipeline goals (number and quality of opportunities)
- Milestones (first demo, first deal, first quota period)
Share this plan before their first day and review it regularly.
Teach product, market, and customer context
Don’t assume reps can “pick it up as they go.” Provide structured training on:
- Your product’s features and benefits
- Common use cases and customer outcomes
- Ideal customer profiles and buying triggers
- Competitive landscape and differentiation
Use real examples, case studies, and recordings of customer calls to make it tangible.
Provide tools and process training
Even experienced reps need to learn your systems. Cover:
- CRM workflows and expectations
- Sales playbooks and templates
- Internal communication norms
- How marketing, SDRs, and customer success fit into the process
Make it easy for them to do the right thing without guessing.
Incorporate shadowing and live practice
Let new reps shadow top performers on calls and demos. Then invert it—have them run parts of a call while a senior rep observes. Use role-play for discovery, objection handling, and closing scenarios.
Offer frequent feedback and support
Early in the ramp period, feedback cycles should be short. Managers should:
- Hold weekly one-on-ones focused on learning and confidence
- Listen to call recordings and offer concrete suggestions
- Celebrate early wins, even small ones
The goal is to build momentum and a sense of progress.
Monitor leading indicators, not just early revenue
In the first 60–90 days, activity and pipeline metrics are often more important than closed revenue. Watch for:
- Quality and quantity of outreach
- Progression of opportunities through stages
- Engagement and learning speed
Adjust coaching and expectations based on these signals.
Well-designed onboarding is one of the highest-ROI investments you can make in your sales organization. By helping new hires ramp faster and more confidently, you increase retention, performance, and the overall strength of your revenue engine.