AB
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30-60-90 Day Sales Onboarding Checklist
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(Make a copy to edit)
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30 Days - LEARN/REMEMBER
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Throughout days 1-30, new sales team members are focused on learning and remembering foundational knowledge and skills.
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Meet with your enablement manager and set up a weekly check-in cadence
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Get access to sales/sales enablement systems & tools
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Review company and industry overview
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Review sales playbook (ideal customer profile, personas, customer user cases, success stories, competition, sales methodology, sales process, sales call planner)
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Achieve sales playbook certification
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Review recent wins with manager/team
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Review product fundamentals & pricing
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Meet mentor or buddy & establish weekly check-in cadence
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Schedule 1:1s with each team member and overlay/partner team members
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Review successful sales conversation recordings
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Shadow team members by attending ride alongs/call alongs
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Review pre- and post-sale roles & responsibilities
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Learn system & tool workflows
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Learn demo flows for typical use cases
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Achieve elevator pitch certification
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Achieve pitch deck certification
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Achieve demo certification
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Receive territory/account list and review with manager
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Review pipeline and ramp expectations with manager
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60 Days: PRACTICE/APPLY
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Throughout days 31-60, new sales team members are focused on practicing and applying foundational knowledge and skills to their job.
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Set ramp goals to grow pipeline
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Prospect for meetings per sales playbook guidelines based on ramp goals
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Prepare for sales meetings using the sales meeting planner
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Conduct discovery meetings per sales playbook guidelines based on ramp goals
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Conduct presentation/demo meetings per sales playbook guidelines based on ramp goals
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Follow up with prospects and customers per sales playbook guidelines
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Maintain accurate and timely activity, opportunity, contact, and account records in the CRM
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Prepare and deliver pricing and proposals based on customer needs
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Review recordings and conduct self-assessment; review with manager
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Review key opportunities with manager and align on next steps
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Review pipeline with manager and align on next steps
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Continue meeting with mentor or buddy to close gaps and get questions answered
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90 Days: MASTER
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Throughout days 61-90, new sales team members are focused on skills mastery and situational fluency in their new roles through continued on-the-job application and reinforcement.
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Continue prospecting and building sales pipeline
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Use CRM reports to assess whether activities need to be adjusted for healthy pipeline management; revise goals accordingly
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Register for upcoming customer events as applicable
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Assess sales conversation effectiveness; adjust as needed
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Continue reviewing recordings and conducting self-assessment; adjust sales meeting plan and talk track as needed
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Continue reviewing key opportunities with manager and align on next steps
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Continue reviewing pipeline with manager and align on next steps
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Continue meeting with mentor or buddy to close gaps
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Review the sales => customer success handoff process
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Prepare for negotiations with manager
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Negotiate and close your first sale
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Hand off sale to customer success
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Review wins and losses with manager
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Self-assess progress for continued momentum towards quota attainment
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