In our last blog, we explored best practices for sales onboarding. This time, let’s dive into creating a practical sales onboarding checklist.

Why is a checklist important? It’s simple. A good checklist is your tool to ensure new sales reps hit the ground running. It provides them—and their managers—with a clear path. By keeping everyone organised and focused, the checklist removes confusion and guarantees that nothing slips through the cracks.

This kind of structure helps new reps become more confident and productive from the start.

Step 1: Begin with essential paperwork and equipment setup

First, tick off all the essential paperwork and equipment. It might seem routine, but having contracts, tax forms, and other documents sorted is crucial before day one.

Alongside paperwork, make sure their equipment—like laptops and phones—is ready. Pre-install any necessary software and create accounts with the required access levels. A well-thought-out preparation prevents downtime and sets a tone of efficiency from the get-go.

Step 2: Introducing the company culture

Once administrative tasks are settled, introduce new reps to the company culture. This step involves more than just a tour. It’s about immersing them in what the company stands for: values, mission, and vision.

Understanding the workplace ethos helps new hires see where they fit in the grand scheme of things.

Step 3. Start in-depth product training

Next, focus on the products they’ll be selling. Make it comprehensive—move beyond just the features. Begin with an overview, then move into specifics like product lifecycle, market position, and competitive advantages.

Address frequently asked questions and common customer objections too. Discuss the problems your products solve and why they’re unique. Bringing in someone from product development or an experienced sales rep can offer valuable, hands-on insights.

If possible, arrange a hands-on demonstration. Let them experience the product as a customer would. And keep resources like product sheets or a digital library of FAQs handy, ensuring they can easily refresh their knowledge.

Step 4: Make sure there is clarity on sales processes and expectations

Moving forward, clarity on sales processes and expectations is very important. New hires need to understand the complete sales process, from start to finish, as it’s laid out by your company. Map out the sales journey, detailing each stage with expected outcomes and why they matter.

Highlight best practices as well as pitfalls to avoid. Discuss key stages and objectives clearly. Explain their targets, daily tasks, and how their performance will be reviewed. Having a clear picture of these elements helps new hires set realistic goals and track their progress efficiently.

Encourage them to shadow experienced reps for a day. Watching seasoned professionals in action can provide invaluable insights into the nuances of your sales approach and how to handle real-world interactions effectively.

Step 5: Start technology training

Moving to technology, explain not just how but also why tools are used. Make time to guide them through the tools they’ll use every day. This includes CRM systems and any internal communication platforms.

Discuss how the CRM system aids in customer relationship building, not just data entry, for instance. This understanding helps them appreciate the bigger picture.

It’s surprising how often tech tools are brushed over, leading to confusion later. Hold mock sessions where they can practise using the tech tools without any pressure. Encourage them to explore different functionalities and report back with any questions or insights they’ve gained.

Step 6: Clear up roles and encourage networking

Another important step is clarifying roles and encouraging networking. Roles should be clearly defined. Share an organisational chart showing where they fit and how they contribute to the team’s success.

Make sure new reps understand their roles and responsibilities. They should know who they report to and who their immediate colleagues are. Networking should be both encouraged and facilitated. Arrange a “meet the team” day, where they spend short slots with different team members over the day. This builds familiarity and might spark future collaboration ideas.

Step 7: Promoting continuous learning and development

Part of the checklist involves continuous learning. Make it clear to new reps that their learning doesn’t stop at onboarding. Share available resources such as workshops, online courses, or industry conferences. Or even provide a list of recommended industry books, podcasts, and blogs.

Spark discussions in team meetings or online forums for shared learning. Encourage them to use these opportunities to expand their knowledge and skills. The idea is to build a foundation for ongoing development beyond their initial training.

Step 8: Gathering feedback for improvement

Finally, remember that your checklist should adapt and grow. Encourage new reps to give feedback on their onboarding experience. What worked well? What needs adjustment? This information can be incredibly useful. It allows you to refine the process, making improvements that better serve future hires.

Studies show that structured onboarding processes can lead to a significant boost in both retention and productivity, so it’s worthwhile to review and update your checklist regularly.

Schedule face-to-face feedback sessions at key intervals during their first months. This personal approach often uncovers insights that surveys might miss, and shows the company values their input genuinely.

To finish up

A sales onboarding checklist is like a roadmap for new hires, guiding them through their first days and beyond. Following these steps sets them up for a fulfilling and productive career with your company, which benefits everyone. It’s time to create and fine-tune your checklist to build an onboarding experience that truly supports your newest team members.

As you work on creating a great sales onboarding checklist, it’s good to have reliable tools and technology to support your team’s daily tasks. That’s where Onsight helps, our b2b sales app is designed for helping your team easily manage orders and showcase products with a digital catalogue in the app. Want to know more about how Onsight can simplify your sales processes? Sign up for a free trial.