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!
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!
Part of my role in my last Sales Manager position, I onboarded and trained new reps as part of a new Sales department. This included visual PowerPoints with information as well as guided worksheets to practice using that information. I tried to make the learning enjoyable by making Jeopardy games to quiz their knowledge as well as Inbound Sales Bingo to mark off certain calls.
