Creating a sales onboarding process is vital for organizations aiming to transform new hires into top performers. It not only helps them grasp the information on the company’s products and services but also equips them with the skills they need to succeed. In this article, we will outline the steps to develop a sales onboarding process.

Establish Clear Goals

Before utilizing an employee onboarding platform, it’s crucial to define objectives. This involves understanding the skills and knowledge that new sales hires need in order to excel in their roles. By having defined goals, organizations can customize their onboarding program to meet the needs of their sales team.

Design an Onboarding Curriculum

Once goals are set, the next step is creating an onboarding curriculum. This curriculum should cover topics such as product knowledge, sales techniques, customer profiles, and company policies. It should be structured in a way that allows new hires to learn and apply information throughout their onboarding journey.

Equip New Hires with Tools and Resources

Equipping new sales hires with the tools and resources is crucial to ensure their success. This includes granting them access to a customer relationship management (CRM) system, sales enablement platforms, sales playbooks, and any other resources that can streamline their sales processes. By providing these tools, organizations can help new hires seamlessly integrate into their roles and start making contributions to the sales team.

Assign Mentors and Coaches

Another effective strategy is assigning mentors or coaches to sales hires. These mentors can offer guidance and provide support as new hires navigate their responsibilities. They can also share insights and experiences to further develop the skills and knowledge of sales hires. Having a designated mentor not only helps new hires feel supported but also underscores their value within the organization.

Offering Practical Training Opportunities

It’s essential for new sales hires to gain hands-on training and experience through shadowing opportunities. This could involve accompanying sales representatives on client calls, observing meetings, or engaging in role-playing exercises. By offering these real-life scenarios for practice, organizations can boost the confidence of hires while refining their selling techniques.

Providing Feedback and Evaluating Performance

It is important to offer feedback and conduct performance assessments to monitor the progress of sales hires and identify areas where they can improve. Giving feedback allows organizations to help these hires understand their strengths and weaknesses, enabling them to focus on areas that require development. Regular performance assessments also help uncover any gaps in skills that need attention, ensuring that new hires are on track toward becoming performers.

Adding a Fun Element to the Onboarding Process

To make the onboarding process more engaging and enjoyable for new sales hires, organizations can incorporate elements of gamification. This may involve introducing sales challenges, leaderboards, and reward systems based on performance. By incorporating gamification techniques, motivation increases and encourages healthy competition and teamwork among new hires. Creating a fun and interactive onboarding experience helps ensure that new sales hires retain information effectively while remaining engaged throughout their training.

Continuous Training and Development

Rather than treating the onboarding process as a one-time event, it should be viewed as a continuous journey. Once new hires have completed the onboarding program, it becomes crucial to continue providing them with training opportunities for growth. This ongoing training ensures they stay updated with product knowledge, sales techniques, and industry trends.

This can include granting access to platforms arranging sales workshops or promoting participation in industry events and conferences. Continuous training and development play a role in fostering learning and progress within the sales team.


Having an organized onboarding process for sales hires is essential to turn them into top performers. By establishing objectives, designing an onboarding curriculum, providing tools and resources, assigning mentors, offering practical training opportunities, providing regular feedback, incorporating elements of gamification, and ensuring continuous training and development, organizations can effectively onboard new hires and pave the way for their success. It is important to remember that a solid onboarding process lays the groundwork for achieving excellence in sales.