jul 11, 20218:01 PM - editado ago 12, 202110:32 AM
HubSpot Employee
Most sales jobs have very little onboarding. The new rep might get a little bit of instruction and get to do a "ride-along" with an experienced team member, but then they're usually put on the frontlines and left to fend for themselves. Have a story of an onboarding experience that went well? Share it in the comments below!
I believe that throwing a new salesperson straight into the fire is a waste of a valuable resource not a test of strength. In my last recruitment drive I designed a system I called gradual immersion.
Instead of sending him to customers immediately I had him spend his first day with the warehouse and technical support team getting hands-on experience with the product and understanding its weaknesses before its strengths. During the first week he accompanied me to meetings on one condition: he could only observe the customer's body language while I did the talking.
After each meeting we had a 10-minute analytical session where he would ask me why I responded in a certain way. When it was time for him to go out into the field I didn't leave him alone. I gave him a quick wins list of almost guaranteed leads to boost his morale and build his confidence. The result? This salesperson not only met his target but is now training new recruits because the system I implemented taught him not only how to sell but also how to belong.
the onboarding techniques that really work are the ones that make people feel welcomed, supported, and clear on what success looks like. I like to start with a structured plan—clear goals, timelines, and resources—so there’s no confusion. Pairing new hires with a buddy or mentor helps them feel connected right away, and regular check-ins give space to ask questions and build confidence. It’s not just about training—it’s about creating a smooth, empowering experience that sets the tone for long-term engagement and growth.
Helping new hires feel accepted, secure, and equipped to thrive in their positions is the main goal of effective onboarding strategies. Offering a well-organized onboarding plan with precise objectives, timetables, and training sessions for the first few weeks is an excellent strategy. This lessens confusion and helps new hires know what to expect.
Effective onboarding techniques include providing clear guidance, mentorship, and hands-on training to help new employees adjust quickly. Creating a welcoming and supportive environment also boosts their confidence and engagement from the start.
I'm a big fan of ride alongs and call shadowing with your best reps. I'm not necessarily saying it has to be top earners but your best reps that show the skills and present the company's best values. Seeing it in action always helps with getting up to speed.
Since I'm managing large sales team deputed at various locations, I initially tell new joiners to listen to seniors while they are engaging with their customers on call or f2f and catch the best part you like & put it in your sales script. For the internal process learning, I encourage them to close their first deal so they will learn even if they make mistakes while onboarding the customer. Also I do sales coaching in groups and one on one, I use my examples for their motivation and to handle client queries. My punch line quote is "no does not means never". This is how I train the new comers.
Yes, when I was working for Walmart I was able to shadow an expereinced worker for as long as I needed to ensure I could run the register correctly. Once I was put on my own I needed no hand holding and made no errors. I learn very well by seeing success and then adapting to my own version of that method. It is always important to follow the sales steps in the correct order but also to be one's self.
I remember a good onboarding experience where new sales reps were given thorough training and paired with experienced team members for shadowing. They didn't just learn about the product; they saw it in action. Plus, they had mentors to guide them and provide feedback along the way. It made starting out feel less overwhelming. The key: being part of a supportive team right from the beginning!
